{"id":258592,"date":"2025-11-06T16:52:36","date_gmt":"2025-11-07T00:52:36","guid":{"rendered":"https:\/\/messengerbot.app\/practical-saas-sales-strategy-3%e2%80%913%e2%80%912%e2%80%912%e2%80%912-10%e2%80%913%e2%80%911-10x-80-20-70-30-rules-with-b2b-saas-sales-strategy-template-saas-b2b-sales-strategy\/"},"modified":"2025-11-06T16:52:36","modified_gmt":"2025-11-07T00:52:36","slug":"%e5%ae%9e%e7%94%a8%e7%9a%84saas%e9%94%80%e5%94%ae%e7%ad%96%e7%95%a5-3-3-2-2-2-10-3-1-10%e5%80%8d-80-20-70-30%e8%a7%84%e5%88%99%e4%b8%8eb2b-saas%e9%94%80","status":"publish","type":"post","link":"https:\/\/messengerbot.app\/zh\/practical-saas-sales-strategy-3%e2%80%913%e2%80%912%e2%80%912%e2%80%912-10%e2%80%913%e2%80%911-10x-80-20-70-30-rules-with-b2b-saas-sales-strategy-template-saas-b2b-sales-strategy\/","title":{"rendered":"\u5b9e\u7528\u7684SaaS\u9500\u552e\u7b56\u7565\uff1a3-3-2-2-2\uff0c10-3-1\uff0c10\u500d\uff0c80\/20\u548c70\/30\u89c4\u5219\u4e0eB2B SaaS\u9500\u552e\u7b56\u7565\u6a21\u677f\uff08saas b2b\u9500\u552e\u7b56\u7565\uff09"},"content":{"rendered":"<input type=\"hidden\" value=\"\" data-essbispostcontainer=\"\" data-essbisposturl=\"https:\/\/messengerbot.app\/zh\/practical-saas-sales-strategy-3%e2%80%913%e2%80%912%e2%80%912%e2%80%912-10%e2%80%913%e2%80%911-10x-80-20-70-30-rules-with-b2b-saas-sales-strategy-template-saas-b2b-sales-strategy\/\" data-essbisposttitle=\"Practical SaaS Sales Strategy: 3\u20113\u20112\u20112\u20112, 10\u20113\u20111, 10x, 80\/20 &#038; 70\/30 Rules with B2B SaaS Sales Strategy Template (saas b2b sales strategy)\" data-essbishovercontainer=\"\"><div 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1\u4e2a\u6210\u4ea4\uff0c\u7136\u540e\u76f8\u5e94\u5730\u53cd\u63a8\u5916\u5c55\u548c\u63d0\u5347\u8ba1\u5212\u3002.<\/li>\n<li>\u91c7\u752810\u500d\u5b9a\u4ef7\u601d\u7ef4\uff1a\u4fdd\u5b88\u5730\u91cf\u5316\u5ba2\u6237\u4ef7\u503c\uff0c\u5b9a\u4ef7\u4ee5\u6355\u6349\u8be5\u4ef7\u503c\u7684\u5408\u7406\u90e8\u5206\uff0c\u5e76\u6839\u636e\u5b9e\u73b0\u7684\u7ed3\u679c\u8fdb\u884c\u6253\u5305\uff0c\u4ee5\u63d0\u5347NRR\u3002.<\/li>\n<li>\u5229\u752880\/20\u6cd5\u5219\u4f18\u5148\u8003\u8651\u9876\u7ea7\u8d26\u6237\u3001\u529f\u80fd\u548c\u6e20\u9053\u2014\u2014\u4fdd\u62a4\u5e76\u6269\u5c55\u5173\u952e\u768420%\uff0c\u540c\u65f6\u81ea\u52a8\u5316\u957f\u5c3e\u3002.<\/li>\n<li>\u51b3\u5b9a\u5e76\u8bb0\u5f55\u60a8\u768470\/30\u59ff\u6001\uff08\u5bf9\u8bdd\u6216\u8d44\u6e90\u5206\u914d\uff09\uff1b\u5bf9\u9f50\u62db\u8058\u3001\u85aa\u916c\u548c\u914d\u989d\uff0c\u4ee5\u4f7f\u884c\u4e3a\u4e0e\u6218\u7565\u76f8\u5339\u914d\u3002.<\/li>\n<li>\u901a\u8fc7\u6a21\u677f\u548c\u5de5\u5177\u5b9e\u73b0\u64cd\u4f5c\u5316\uff1a\u4f7f\u7528SaaS\u9500\u552e\u7b56\u7565\u6a21\u677f\u3001CRM + \u4ea7\u54c1\u5206\u6790\u548c\u81ea\u52a8\u5316\u6765\u7f29\u77edTTV\u5e76\u6269\u5c55\u5267\u672c\u3002.<\/li>\n<li>\u6bcf\u5468\u6d4b\u91cf\u9886\u5148KPI\uff08LVR\u3001CAC\u3001LTV\u3001NRR\u3001\u6d41\u5931\u7387\u3001ACV\u3001TTV\uff09\uff0c\u5e76\u8fdb\u884c\u8fed\u4ee3\u5b9e\u9a8c\uff0c\u4ee5\u4f18\u5316\u60a8\u7684B2B SaaS\u9500\u552e\u7b56\u7565\u548cSaaS B2B\u9500\u552e\u7b56\u7565\u6267\u884c\u3002.<\/li>\n<\/ul>\n<\/div>\n<p>\u4e00\u4e2a\u5b9e\u7528\u7684SaaS\u9500\u552e\u7b56\u7565\u4e0d\u5728\u4e8e\u6d41\u884c\u8bcd\u6c47\uff0c\u800c\u5728\u4e8e\u4e00\u4e2a\u53ef\u91cd\u590d\u7684\u5267\u672c\uff0c\u5c06\u6f5c\u5728\u5ba2\u6237\u8f6c\u5316\u4e3a\u53ef\u9884\u6d4b\u7684\u6536\u5165\uff1b\u672c\u6587\u4e3a\u6784\u5efaB2B SaaS\u9500\u552e\u7b56\u7565\u7684\u56e2\u961f\u548c\u9700\u8981\u660e\u786eSaaS B2B\u9500\u552e\u7b56\u7565\u4ee5\u5b9e\u73b0\u89c4\u6a21\u7684\u9886\u5bfc\u8005\u7ed8\u5236\u4e86\u8be5\u5267\u672c\u3002\u60a8\u5c06\u83b7\u5f97\u5bf9\u57fa\u7840\u95ee\u9898\u7684\u7b80\u660e\u56de\u7b54\u2014\u2014\u4ec0\u4e48\u662fSaaS\u9500\u552e\u7b56\u7565\uff1f\u2014\u2014\u4ee5\u53ca\u5f71\u54cd\u6267\u884c\u7684\u89c4\u5219\u7684\u6218\u672f\u7ec6\u5206\uff0c\u4ece3 3 2 2 2\u7684\u8282\u594f\u548c10 3 1\u7684\u6d3b\u52a8\u6a21\u578b\u523010\u500d\u589e\u957f\u6760\u6746\u548c80\/20\u4e0e70\/30\u62c6\u5206\u7684\u4f18\u5148\u903b\u8f91\u3002\u5728\u6b64\u8fc7\u7a0b\u4e2d\uff0c\u6211\u4eec\u5c06\u5c55\u793aSaaS\u9500\u552e\u793a\u4f8b\uff0c\u6307\u5411\u60a8\u53ef\u4ee5\u8c03\u6574\u7684SaaS\u9500\u552e\u7b56\u7565\u6a21\u677f\uff0c\u5e76\u63ed\u793a\u6307\u6807\u3001\u62db\u8058\u548c\u85aa\u916c\u7684\u5f71\u54cd\uff0c\u4ee5\u4fbf\u8def\u7ebf\u56fe\u65e2\u5177\u6709\u6218\u7565\u6027\u53c8\u5177\u6709\u64cd\u4f5c\u6027\u3002\u5982\u679c\u60a8\u8d1f\u8d23SaaS\u9500\u552e\u804c\u4f4d\u3001\u914d\u989d\u8bbe\u8ba1\u6216\u5bf9\u9f50\u4ea7\u54c1\u4e3b\u5bfc\u548c\u9500\u552e\u4e3b\u5bfc\u7684\u52a8\u4f5c\uff0c\u90a3\u4e48\u672c\u4ecb\u7ecd\u5c06\u9884\u89c8\u4e00\u4e2a\u52a1\u5b9e\u7684\u3001\u4ee5\u793a\u4f8b\u9a71\u52a8\u7684\u6784\u5efa\u53ef\u6269\u5c55\u9500\u552e\u5f15\u64ce\u7684\u6307\u5357. <\/p>\n<h2>\u4ec0\u4e48\u662fSaaS\u9500\u552e\u7b56\u7565\uff1f<\/h2>\n<h3>\u4ec0\u4e48\u662fSaaS\u9500\u552e\u7b56\u7565\uff1f<\/h3>\n<p>SaaS \u9500\u552e\u7b56\u7565\u662f\u4e00\u4e2a\u53ef\u91cd\u590d\u3001\u53ef\u8861\u91cf\u7684\u8ba1\u5212\uff0c\u6307\u5bfc\u516c\u53f8\u5982\u4f55\u83b7\u53d6\u3001\u8f6c\u5316\u3001\u4fdd\u7559\u548c\u6269\u5c55\u4e91\u4ea4\u4ed8\u8f6f\u4ef6\uff08\u8f6f\u4ef6\u5373\u670d\u52a1\uff09\u7684\u5ba2\u6237\u3002\u5b83\u5b9a\u4e49\u4e86\u5e02\u573a\u8fdb\u5165\u65b9\u5f0f\uff08\u4ea7\u54c1\u4e3b\u5bfc\u3001\u9500\u552e\u4e3b\u5bfc\u6216\u6df7\u5408\uff09\uff0c\u76ee\u6807\u4e70\u5bb6\u7684\u65c5\u7a0b\u548c\u89d2\u8272\uff0c\u63a5\u89e6\u70b9\u548c\u4ef7\u503c\u4fe1\u606f\u7684\u987a\u5e8f\uff0c\u7528\u4e8e\u9884\u6d4b\u548c\u4f18\u5316\u7ee9\u6548\u7684\u6307\u6807\u548c\u6f0f\u6597\uff0c\u4ee5\u53ca\u6267\u884c\u6240\u9700\u7684\u7ec4\u7ec7\u89d2\u8272\u3001\u85aa\u916c\u548c\u5de5\u5177\uff0c\u4ee5\u4fbf\u5728\u89c4\u6a21\u4e0a\u53ef\u9760\u5730\u6267\u884c\u3002.<\/p>\n<p>\u4f5c\u4e3a Messenger Bot\uff0c\u6211\u5728\u4e3a\u5ba2\u6237\u8bbe\u8ba1\u5916\u5c55\u548c\u5165\u804c\u6d41\u7a0b\u65f6\u4f7f\u7528\u8be5\u6846\u67b6\uff1a\u660e\u786e\u7684\u7406\u60f3\u5ba2\u6237\u753b\u50cf\uff08ICP\uff09\u3001\u4ea7\u54c1\u4fe1\u53f7\u4e0e\u9500\u552e\u5916\u5c55\u4e4b\u95f4\u7684\u6587\u6863\u4ea4\u63a5\uff0c\u4ee5\u53ca\u5c06\u83b7\u53d6\u4e0e\u6269\u5c55\u8fde\u63a5\u8d77\u6765\u7684\u53ef\u8861\u91cf\u7684\u64cd\u4f5c\u624b\u518c\u3002\u4e0b\u9762\u6211\u5c06\u8be6\u7ec6\u8bf4\u660e\u5728\u6784\u5efa B2B SaaS \u9500\u552e\u7b56\u7565\u6216 SaaS B2B \u9500\u552e\u7b56\u7565\u65f6\u5e94\u8be5\u6807\u51c6\u5316\u7684\u6838\u5fc3\u7ec4\u4ef6\uff0c\u4ee5\u4fbf\u5f15\u64ce\u53d8\u5f97\u53ef\u91cd\u590d\u548c\u53ef\u9884\u6d4b\u3002.<\/p>\n<h3>\u4e3a B2B SaaS \u9500\u552e\u7b56\u7565\u5b9a\u4e49\u4e00\u4e2a\u53ef\u91cd\u590d\u7684\u6846\u67b6\uff1a\u9636\u6bb5\u3001\u65b9\u5f0f\u548c\u6307\u6807<\/h3>\n<p>\u6bcf\u4e2a\u6709\u6548\u7684 SaaS \u9500\u552e\u7b56\u7565\u90fd\u59cb\u4e8e\u4e00\u4e2a\u7531\u4e09\u4e2a\u652f\u67f1\u7ec4\u6210\u7684\u53ef\u91cd\u590d\u6846\u67b6\u2014\u2014\u9636\u6bb5\u3001\u65b9\u5f0f\u548c\u6307\u6807\u2014\u2014\u6211\u5c06\u6bcf\u4e2a\u89c6\u4e3a\u5b9e\u9a8c\u7684\u4ea7\u54c1\uff0c\u800c\u4e0d\u662f\u56fa\u5b9a\u7684\u6559\u4e49\u3002.<\/p>\n<ul>\n<li><strong>\u9636\u6bb5\uff1a<\/strong> \u5b9a\u4e49\u660e\u786e\u7684CRM\u9636\u6bb5\u53ca\u5176\u8fdb\u51fa\u6807\u51c6\uff08\u4f8b\u5982\uff0c\u5acc\u7591\u4eba \u2192 MQL \u2192 SQL \u2192 \u673a\u4f1a \u2192 \u6210\u4ea4\uff09\u3002\u6bcf\u4e2a\u9636\u6bb5\u5fc5\u987b\u6709\u660e\u786e\u7684\u8d1f\u8d23\u4eba\u548c\u53ef\u8861\u91cf\u7684\u63a5\u53d7\u6807\u51c6\uff0c\u4ee5\u6d88\u9664SDR\u3001AE\u548cCSM\u4e4b\u95f4\u4ea4\u63a5\u7684\u6a21\u7cca\u6027\u3002\u4f7f\u7528\u7ba1\u9053\u536b\u751f\u89c4\u5219\u4ee5\u786e\u4fdd\u9884\u6d4b\u7684\u53ef\u9760\u6027\u5e76\u51cf\u5c11\u5468\u671f\u65f6\u95f4\u3002.<\/li>\n<li><strong>\u52a8\u4f5c\uff1a<\/strong> \u9009\u62e9\u4e0e\u60a8\u7684\u4ea7\u54c1\u5e02\u573a\u5951\u5408\u5ea6\u76f8\u5339\u914d\u7684GTM\u52a8\u4f5c\uff1a\u4ea7\u54c1\u4e3b\u5bfc\uff08\u81ea\u52a9\u670d\u52a1\uff0c\u8bd5\u7528\uff09\uff0c\u9500\u552e\u4e3b\u5bfc\uff08SDR \u2192 AE \u2192 CSM\uff09\u6216\u5c06\u9ad8\u4ef7\u503c\u4ea7\u54c1\u4fe1\u53f7\u8f6c\u5316\u4e3a\u5916\u90e8\u63a8\u5e7f\u7684\u6df7\u5408\u6a21\u5f0f\u3002\u5bf9\u4e8e\u4f01\u4e1a\u76ee\u6807\uff0c\u4f18\u5148\u8003\u8651\u4ee5\u9500\u552e\u4e3a\u4e3b\u5bfc\u7684\u52a8\u4f5c\uff0c\u5e76\u8fdb\u884c\u8d26\u6237\u89c4\u5212\uff1b\u5bf9\u4e8e\u4e2d\u578b\u5e02\u573a\uff0c\u6d4b\u8bd5\u4e00\u79cd\u6df7\u5408\u6a21\u5f0f\uff0c\u5176\u4e2d\u4ea7\u54c1\u4f7f\u7528\u89e6\u53d1\u9488\u5bf9AE\u7684\u63a8\u5e7f\u3002\u5c06\u85aa\u916c\u548c\u62db\u8058\u4e0e\u6240\u9009\u52a8\u4f5c\u5bf9\u9f50\u2014\u2014PLG\u548cSLG\u4e4b\u95f4\u7684\u914d\u989d\u7ed3\u6784\u5dee\u5f02\u5f88\u5927\u3002.<\/li>\n<li><strong>\u6307\u6807\uff1a<\/strong> \u8ddf\u8e2a\u9884\u6d4b\u589e\u957f\u901f\u5ea6\u7684\u6307\u6807\uff1a\u6f5c\u5728\u5ba2\u6237\u901f\u5ea6\u7387\u3001\u6bcf\u4e2a\u9636\u6bb5\u7684\u8f6c\u5316\u7387\u3001CAC\u3001LTV\u3001CAC\u56de\u6536\u671f\u3001ARR\u589e\u957f\u3001\u51c0\u6536\u5165\u7559\u5b58\u7387\uff08NRR\uff09\u3001\u6bdb\u6d41\u5931\u7387\u3001ACV\u548c\u9500\u552e\u5468\u671f\u957f\u5ea6\u3002\u4e3a\u6bcf\u4e2a\u64cd\u4f5c\u624b\u518c\u8bbe\u7f6e\u5de5\u5177\uff0c\u4ee5\u4fbf\u60a8\u53ef\u4ee5\u8fdb\u884cA\/B\u6d4b\u8bd5\u6d88\u606f\u3001\u5b9a\u4ef7\u5c42\u548c\u6e20\u9053\u7ec4\u5408\uff0c\u5e76\u5bf9\u63a8\u52a8\u8fd9\u4e9bKPI\u7684\u5185\u5bb9\u8fdb\u884c\u8fed\u4ee3\u3002.<\/li>\n<\/ul>\n<p>\u6211\u5b9e\u65bd\u7684\u4f7f\u6846\u67b6\u53ef\u64cd\u4f5c\u7684\u64cd\u4f5c\u6b65\u9aa4\uff1a<\/p>\n<ol>\n<li>\u8bb0\u5f55\u7406\u60f3\u5ba2\u6237\u753b\u50cf\uff08\u884c\u4e1a\u3001\u516c\u53f8\u89c4\u6a21\u3001\u4f7f\u7528\u6848\u4f8b\u3001\u6280\u672f\u6808\uff09\uff0c\u5e76\u4f18\u5148\u8003\u8651\u4ea7\u751f\u6700\u4f73\u6269\u5c55\u7ecf\u6d4e\u6548\u76ca\u7684\u7ec6\u5206\u5e02\u573a\u3002.<\/li>\n<li>\u7ed8\u5236\u4e70\u5bb6\u89d2\u8272\u53ca\u5176\u8d2d\u4e70\u65c5\u7a0b\u2014\u2014\u4e3a\u6bcf\u4e2a\u89d2\u8272\u5b9a\u4e49\u51b3\u7b56\u6807\u51c6\uff0c\u5e76\u5236\u5b9a\u89d2\u8272\u7279\u5b9a\u7684\u4ef7\u503c\u4fe1\u606f\u3002.<\/li>\n<li>\u521b\u5efa\u5916\u5c55\u3001\u53d1\u73b0\u3001\u6f14\u793a\u3001\u8c08\u5224\u548c\u5165\u804c\u7684\u884c\u52a8\u624b\u518c\uff0c\u8bbe\u5b9a\u53ef\u8861\u91cf\u7684KPI\u548cCRM\u9636\u6bb5\u89e6\u53d1\uff1b\u4f7f\u7528\u8fd9\u4e9b\u884c\u52a8\u624b\u518c\u6765\u57f9\u8bad\u9500\u552e\u4ee3\u8868\u5e76\u7f29\u77ed\u9002\u5e94\u65f6\u95f4\u3002.<\/li>\n<li>\u5c06\u5b9a\u4ef7\u548c\u5305\u88c5\u4e0e\u4ef7\u503c\u6307\u6807\u5bf9\u9f50\uff0c\u5e76\u5c1d\u8bd5\u57fa\u4e8e\u5ea7\u4f4d\u3001\u4f7f\u7528\u6216\u4ef7\u503c\u7684\u8ba1\u5212\u4ee5\u52a0\u901f\u6269\u5c55\u3002.<\/li>\n<li>\u90e8\u7f72\u5408\u9002\u7684\u6280\u672f\u6808\u2014\u2014CRM + \u4ea7\u54c1\u5206\u6790 + \u9500\u552e\u4e92\u52a8 + \u5ba2\u6237\u6210\u529f\u5de5\u5177\u2014\u2014\u4ee5\u81ea\u52a8\u5316\u4fe1\u53f7\u5e76\u8ddf\u8e2a\u4ef7\u503c\u5b9e\u73b0\u65f6\u95f4\u3002.<\/li>\n<\/ol>\n<p>\u6709\u5173\u4e0eSaaS B2B\u9500\u552e\u7b56\u7565\u96c6\u6210\u7684\u5b9e\u7528\u8d44\u6e90\uff0c\u8bf7\u53c2\u9605\u6307\u5bfc\u3002 <a href=\"https:\/\/messengerbot.app\/zh\/b2b-%e7%9a%84%e5%9f%ba%e6%9c%ac%e9%94%80%e5%94%ae%e5%b7%a5%e5%85%b7%e6%8e%8c%e6%8f%a1%e6%8a%80%e5%b7%a7%e7%ad%96%e7%95%a5%e5%92%8c-kpi-%e4%bb%a5%e5%ae%9e%e7%8e%b0%e6%88%90%e5%8a%9f\/\" title=\"B2B \u7684\u57fa\u672c\u9500\u552e\u5de5\u5177\">B2B \u7684\u57fa\u672c\u9500\u552e\u5de5\u5177<\/a>, \u6700\u91cd\u8981\u7684 <a href=\"https:\/\/messengerbot.app\/zh\/%e6%9c%80%e4%bd%b3%e9%94%80%e5%94%ae%e6%8c%87%e6%a0%87%e5%85%b3%e9%94%ae%e7%bb%a9%e6%95%88%e6%8c%87%e6%a0%87%e5%92%8c%e6%9c%80%e4%bd%b3%e6%88%90%e5%8a%9f%e8%bf%bd%e8%b8%aa%e7%a4%ba%e4%be%8b\/\" title=\"SaaS\u9500\u552e\u6307\u6807\">SaaS\u9500\u552e\u6307\u6807<\/a>, \u4ee5\u53ca\u5982\u4f55\u4f7f\u7528\u6211\u4eec\u7684 <a href=\"https:\/\/messengerbot.app\/zh\/%e6%8e%8c%e6%8f%a1%e9%94%80%e5%94%ae%e7%ae%a1%e9%81%93%e5%bc%80%e5%8f%91%e7%9a%84%e8%89%ba%e6%9c%af%ef%bc%8c%e7%90%86%e8%a7%a3%e9%98%b6%e6%ae%b5%e3%80%81%e6%9e%84%e5%bb%ba%e7%ad%96%e7%95%a5%e5%92%8c\/\" title=\"\u9500\u552e\u7ba1\u9053\u5f00\u53d1\">\u9500\u552e\u7ba1\u9053\u5f00\u53d1<\/a> \u884c\u52a8\u624b\u518c\u6765\u6620\u5c04\u548c\u7ba1\u7406\u60a8\u7684\u6f0f\u6597\u3002\u5982\u679c\u60a8\u66f4\u559c\u6b22\u73b0\u6210\u7684\u53c2\u8003\uff0cSaaS\u9500\u552e\u7b56\u7565\u6a21\u677f\u6216\u5305\u542bICP\u5de5\u4f5c\u8868\u3001KPI\u4eea\u8868\u677f\u548c\u5165\u804c\u68c0\u67e5\u8868\u7684SaaS\u9500\u552e\u7b56\u7565PDF\u5c06\u52a0\u901f\u5b9e\u65bd\u5e76\u51cf\u5c11\u731c\u6d4b\u3002.<\/p>\n<p><img src=\"https:\/\/messengerbot.app\/wp-content\/uploads\/2025\/11\/saas-sales-strategy-318433.jpg\" alt=\"saas \u9500\u552e\u7b56\u7565\" loading=\"lazy\" decoding=\"async\" title=\"\"><\/p>\n<h2>SaaS\u76843 3 2 2 2\u89c4\u5219\u662f\u4ec0\u4e48\uff1f<\/h2>\n<h3>SaaS\u76843 3 2 2 2\u89c4\u5219\u662f\u4ec0\u4e48\uff1f<\/h3>\n<p>SaaS\u76843 3 2 2 2\u89c4\u5219\u662f\u6211\u7528\u6765\u5c06\u957f\u671f\u76ee\u6807\u8f6c\u5316\u4e3a\u77ed\u671f\u53ef\u6d4b\u8bd5\u7a97\u53e3\u7684\u6218\u672f\u542f\u53d1\u5f0f\uff1a\u76ee\u6807\u662f\u5b9e\u73b03\u4e2a\u6708\u7684\u6536\u5165\u589e\u957f\u8282\u594f\uff0c\u57283\u4e2a\u6708\u7684\u7a97\u53e3\u5185\u6d4b\u91cf\u7559\u5b58\uff0c\u9884\u8ba1\u77ed\u5468\u671f\u52a8\u4f5c\u7684\u9500\u552e\u8282\u594f\u4e3a2\u4e2a\u6708\uff0c\u4e3a\u5b9e\u9a8c\u4fdd\u6301\u5927\u7ea62\u4e2a\u6708\u7684\u73b0\u91d1\/\u8fd0\u8425\u7f13\u51b2\uff0c\u5e76\u76d1\u63a72\u4e2a\u6708\u7684\u51c0\u6536\u5165\u6216\u6269\u5c55\u52a8\u91cf\uff0c\u4f5c\u4e3aARR\u8f68\u8ff9\u7684\u65e9\u671f\u4fe1\u53f7\u3002\u8fd9\u4e0d\u662f\u4e00\u4e2a\u76d1\u7ba1\u6807\u51c6\u2014\u2014\u8fd9\u662f\u4e00\u4e2a\u5b9e\u7528\u7684\u89c6\u89d2\uff0c\u4ee5\u52a0\u901f\u5b66\u4e60\u5e76\u5728B2B SaaS\u9500\u552e\u7b56\u7565\u6216SaaS B2B\u9500\u552e\u7b56\u7565\u4e2d\u65e9\u671f\u53d1\u73b0\u6469\u64e6\u3002.<\/p>\n<p>\u6211\u4e3a\u4ec0\u4e48\u5e94\u75283\u20133\u20132\u20132\u20132\u89c6\u89d2\uff1a<\/p>\n<ul>\n<li><strong>\u66f4\u5feb\u7684\u53cd\u9988\u5faa\u73af\uff1a<\/strong> 30\/60\/90\u5929\u7684\u7fa4\u4f53\u6bd4\u5e74\u5ea6\u8bc4\u5ba1\u66f4\u5feb\u5730\u63ed\u793a\u5165\u804c\u6469\u64e6\u548c\u4fe1\u606f\u4e0d\u5339\u914d\u3002.<\/li>\n<li><strong>\u53ef\u64cd\u4f5c\u7684\u5b9e\u9a8c\uff1a<\/strong> \u77ed\u65f6\u95f4\u7a97\u53e3\u8ba9\u4f60\u80fd\u591f\u8fdb\u884c\u53d7\u63a7\u7684\u5b9a\u4ef7\u3001\u4fe1\u606f\u4f20\u9012\u548c\u6f0f\u6597\u6d4b\u8bd5\uff0c\u5e76\u5728\u4e0d\u9700\u8981\u957f\u65f6\u95f4\u7b49\u5f85\u7684\u60c5\u51b5\u4e0b\u770b\u5230\u65b9\u5411\u6027\u7ed3\u679c\u3002.<\/li>\n<li><strong>\u8fd0\u8425\u5bf9\u9f50\uff1a<\/strong> \u5f53\u6536\u5165\u3001\u7559\u5b58\u548c\u9500\u552e\u8282\u594f\u5728\u7c7b\u4f3c\u7684\u77ed\u65f6\u95f4\u7a97\u53e3\u5185\u8fdb\u884c\u6d4b\u91cf\u65f6\uff0c\u4ea7\u54c1\u3001\u5e02\u573a\u548c\u9500\u552e\u53ef\u4ee5\u540c\u6b65\u8fed\u4ee3\u3002.<\/li>\n<\/ul>\n<p>\u5982\u4f55\u5b9e\u9645\u9605\u8bfb\u6bcf\u4e2a\u5143\u7d20\uff1a<\/p>\n<ul>\n<li><strong>3\u4e2a\u6708\u7684\u6536\u5165\u8282\u594f\uff1a<\/strong> \u5c06\u5b63\u5ea6\u5fae\u5b9e\u9a8c\u89c6\u4e3a\u4f60\u7684\u4e3b\u8981\u589e\u957f\u5de5\u5177\u2014\u2014\u8fd0\u884c\u6709\u9488\u5bf9\u6027\u7684\u6d3b\u52a8\u3001\u5b9a\u4ef7\u8bd5\u9a8c\u6216\u6e20\u9053\u6d4b\u8bd5\uff0c\u5e76\u572830\/60\/90\u5929\u5185\u6d4b\u91cf\u589e\u91cfARR\u3002.<\/li>\n<li><strong>3\u4e2a\u6708\u7684\u7559\u5b58\u7a97\u53e3\uff1a<\/strong> \u5728\u524d90\u5929\u5185\u76d1\u6d4b\u5de5\u5177\u7ec4\u7684\u7559\u5b58\u7387\u548c\u4ef7\u503c\u5b9e\u73b0\u65f6\u95f4\uff08TTV\uff09\uff0c\u4ee5\u8bc6\u522b\u6d41\u5931\u9a71\u52a8\u56e0\u7d20\u548c\u65e9\u671f\u6269\u5c55\u4fe1\u53f7\u3002.<\/li>\n<li><strong>2\u4e2a\u6708\u9500\u552e\u8282\u594f\uff1a<\/strong> \u5bf9\u4e8e\u4e2d\u5c0f\u4f01\u4e1a\/\u6df7\u5408\u6a21\u5f0f\uff0c\u9884\u8ba1\u5927\u591a\u6570\u5408\u683c\u673a\u4f1a\u5c06\u5728\u7ea68\u5468\u5185\u5173\u95ed\uff1b\u5c06\u6b64\u4f5c\u4e3a\u6d3b\u52a8\u4e0e\u4ea4\u6613\u6307\u6807\u7684\u64cd\u4f5c\u57fa\u51c6\u3002.<\/li>\n<li><strong>2\u4e2a\u6708\u73b0\u91d1\/\u8fd0\u8425\u7f13\u51b2\uff1a<\/strong> \u4fdd\u6301\u6218\u672f\u6027\u8d44\u91d1\u7528\u4e8e\u4ed8\u8d39\u83b7\u53d6\u7a81\u53d1\u6216\u62db\u8058\u5b9e\u9a8c\uff0c\u800c\u4e0d\u5e72\u6270\u57fa\u7840\u8fd0\u8425\u3002.<\/li>\n<li><strong>2\u4e2a\u6708\u51c0\u6536\u5165\u53d8\u52a8\uff1a<\/strong> \u8ddf\u8e2a\u77ed\u671f\u6269\u5c55\u548c\u6536\u7f29\uff0c\u4f5c\u4e3a\u957f\u671f\u51c0\u6536\u5165\u4fdd\u7559\u7387\uff08NRR\uff09\u8d8b\u52bf\u7684\u9886\u5148\u6307\u6807\u3002.<\/li>\n<\/ul>\n<h3>\u5c06\u89c4\u5219\u843d\u5b9e\u4e3a\uff1a\u64cd\u4f5c\u624b\u518c\u3001\u6d41\u5931\u63a7\u5236\u548c\u85aa\u916c\u8bbe\u8ba1<\/h3>\n<p>\u5c063-3-2-2-2\u7684\u542f\u53d1\u5f0f\u8f6c\u5316\u4e3a\u5177\u4f53\u7684\u64cd\u4f5c\u624b\u518c\u3001\u6d41\u5931\u63a7\u5236\u548c\u6fc0\u52b1\u7cfb\u7edf\uff0c\u4ee5\u4fbf\u60a8\u7684SaaS\u9500\u552e\u7b56\u7565\u4ea7\u751f\u53ef\u91cd\u590d\u7684\u7ed3\u679c\u3002\u6211\u4e13\u6ce8\u4e8e\u4e09\u4e2a\u5b9e\u65bd\u652f\u67f1\uff1a\u5c06\u884c\u52a8\u6620\u5c04\u523030\/60\/90\u7ed3\u679c\u7684\u64cd\u4f5c\u624b\u518c\u3001\u68c0\u6d4b\u65e9\u671f\u4fe1\u53f7\u8870\u51cf\u7684\u6d41\u5931\u63a7\u5236\uff0c\u4ee5\u53ca\u5c06\u884c\u4e3a\u4e0e\u77ed\u671f\u76ee\u6807\u5bf9\u9f50\u7684\u85aa\u916c\u8bbe\u8ba1\u3002.<\/p>\n<ul>\n<li><strong>\u64cd\u4f5c\u624b\u518c\uff1a<\/strong> \u521b\u5efa\u6587\u6863\u5316\u7684\u5916\u5c55\u3001\u4ea7\u54c1\u89e6\u53d1\u4ea4\u63a5\u3001\u53d1\u73b0\u3001\u6f14\u793a\u548c\u5165\u804c\u7684\u5e8f\u5217\uff0c\u6bcf\u4e2a\u6b65\u9aa4\u90fd\u6709\u53ef\u8861\u91cf\u768430\/60\/90\u6307\u6807\u3002\u4f7f\u7528SaaS\u9500\u552e\u7b56\u7565\u6a21\u677f\u6765\u89c4\u8303CRM\u9636\u6bb5\u7684\u63a5\u53d7\u6807\u51c6\uff0c\u5e76\u6807\u51c6\u5316SDR\u3001AE\u548cCSM\u89d2\u8272\u7684\u4ee3\u8868\u884c\u4e3a\u3002\u6709\u5173\u6620\u5c04\u9636\u6bb5\u548c\u89e6\u53d1\u5668\u7684\u5e2e\u52a9\uff0c\u8bf7\u53c2\u8003\u5b9e\u7528\u6307\u5357 <a href=\"https:\/\/messengerbot.app\/zh\/%e6%8e%8c%e6%8f%a1%e9%94%80%e5%94%ae%e7%ae%a1%e9%81%93%e5%bc%80%e5%8f%91%e7%9a%84%e8%89%ba%e6%9c%af%ef%bc%8c%e7%90%86%e8%a7%a3%e9%98%b6%e6%ae%b5%e3%80%81%e6%9e%84%e5%bb%ba%e7%ad%96%e7%95%a5%e5%92%8c\/\" title=\"\u9500\u552e\u7ba1\u9053\u5f00\u53d1\">\u9500\u552e\u7ba1\u9053\u5f00\u53d1<\/a>.<\/li>\n<li><strong>\u6d41\u5931\u63a7\u5236\uff1a<\/strong> \u5bf9\u4ea7\u54c1\u4e8b\u4ef6\u548c\u5165\u804c\u91cc\u7a0b\u7891\u8fdb\u884c\u76d1\u6d4b\uff0c\u4ee5\u5728\u7b2c30\/60\/90\u5929\u751f\u6210\u7528\u6237\u4fdd\u7559\u62a5\u544a\u3002\u5b9a\u4e49\u5f53TTV\u6216\u4f7f\u7528\u9608\u503c\u4f4e\u4e8e\u9884\u671f\u65f6\u89e6\u53d1\u7684\u81ea\u52a8\u5e72\u9884\u63aa\u65bd\uff08\u5e94\u7528\u5185\u63d0\u793a\u3001\u7535\u5b50\u90ae\u4ef6\u5e8f\u5217\u548c\u5916\u5c55\u8282\u594f\uff09\u3002\u6211\u90e8\u7f72\u7684\u5de5\u4f5c\u6d41\u81ea\u52a8\u5316\u53ef\u4ee5\u53ca\u65e9\u8bc6\u522b\u9ad8\u98ce\u9669\u8d26\u6237\uff0c\u5e76\u8fdb\u884c\u9488\u5bf9\u6027\u7684\u6062\u590d\u63aa\u65bd\u2014\u2014\u8fd9\u662f\u6539\u5584\u77ed\u671f\u4fdd\u7559\u7684\u6700\u5feb\u9014\u5f84\u3002.<\/li>\n<li><strong>\u85aa\u916c\u548c\u914d\u989d\u5bf9\u9f50\uff1a<\/strong> \u8bbe\u8ba1\u914d\u989d\u548c\u4f63\u91d1\uff0c\u4ee5\u5f3a\u53163-3-2-2-2\u7684\u8282\u594f\uff1a\u5c06SDR\u6d3b\u52a8KPI\u4e0e30\u5929\u7684\u5408\u683c\u4f1a\u8bae\u6302\u94a9\uff0c\u5c06AE\u7684\u63d0\u5347\u548cACV\u76ee\u6807\u572860\/90\u5929\u5185\u8fdb\u884c\u6d4b\u91cf\uff0c\u9488\u5bf9\u8f83\u5c0f\u4ea4\u6613\u5c42\u7ea7\u7684CSM\u6fc0\u52b1\u5219\u96c6\u4e2d\u572890\u5929\u7684\u4fdd\u7559\u548c\u65e9\u671f\u6269\u5c55\u89e6\u53d1\u5668\u4e0a\u3002\u8fd9\u6d88\u9664\u4e86\u83b7\u53d6\u548c\u6269\u5c55\u76ee\u6807\u4e4b\u95f4\u7684\u51b2\u7a81\uff0c\u5e76\u6709\u52a9\u4e8e\u5b9e\u73b0\u53ef\u9884\u6d4b\u7684SaaS B2B\u9500\u552e\u7b56\u7565\u3002.<\/li>\n<\/ul>\n<p>\u6211\u63a8\u8350\u7684\u5de5\u5177\u548c\u5de5\u4f5c\u6d41\u7a0b\uff0c\u4ee5\u4f7f\u8fd9\u4e9b\u652f\u67f1\u5b9e\u73b0\u8fd0\u8425\u5316\uff0c\u5305\u62ec\u7d27\u5bc6\u7ed3\u5408\u7684\u5ba2\u6237\u5173\u7cfb\u7ba1\u7406\uff08CRM\uff09\u548c\u4ea7\u54c1\u5206\u6790\u7ec4\u5408\u3001\u9500\u552e\u53c2\u4e0e\u5e8f\u5217\uff0c\u4ee5\u53ca\u7528\u4e8e\u8fd0\u884c\u5165\u804c\u548c\u65e9\u671f\u6269\u5c55\u7b56\u7565\u7684\u81ea\u52a8\u5316\u3002\u6709\u5173\u4e0e\u6b64\u65b9\u6cd5\u5bf9\u9f50\u7684\u5b8c\u6574\u5de5\u5177\u548c\u5173\u952e\u7ee9\u6548\u6307\u6807\uff08KPI\uff09\u5b9a\u4e49\uff0c\u8bf7\u53c2\u89c1\u8d44\u6e90 <a href=\"https:\/\/messengerbot.app\/zh\/%e6%9c%80%e4%bd%b3%e9%94%80%e5%94%ae%e6%8c%87%e6%a0%87%e5%85%b3%e9%94%ae%e7%bb%a9%e6%95%88%e6%8c%87%e6%a0%87%e5%92%8c%e6%9c%80%e4%bd%b3%e6%88%90%e5%8a%9f%e8%bf%bd%e8%b8%aa%e7%a4%ba%e4%be%8b\/\" title=\"SaaS\u9500\u552e\u6307\u6807\">SaaS\u9500\u552e\u6307\u6807<\/a> \u548c <a href=\"https:\/\/messengerbot.app\/zh\/b2b-%e7%9a%84%e5%9f%ba%e6%9c%ac%e9%94%80%e5%94%ae%e5%b7%a5%e5%85%b7%e6%8e%8c%e6%8f%a1%e6%8a%80%e5%b7%a7%e7%ad%96%e7%95%a5%e5%92%8c-kpi-%e4%bb%a5%e5%ae%9e%e7%8e%b0%e6%88%90%e5%8a%9f\/\" title=\"B2B \u7684\u57fa\u672c\u9500\u552e\u5de5\u5177\">B2B \u7684\u57fa\u672c\u9500\u552e\u5de5\u5177<\/a>.<\/p>\n<h2>\u9500\u552e\u4e2d\u768410 3 1\u89c4\u5219\u662f\u4ec0\u4e48\uff1f<\/h2>\n<h3>\u9500\u552e\u4e2d\u768410 3 1\u89c4\u5219\u662f\u4ec0\u4e48\uff1f<\/h3>\n<p>\u9500\u552e\u4e2d\u768410-3-1\u6cd5\u5219\u662f\u4e00\u4e2a\u7b80\u5355\u7684\u8f6c\u5316\u542f\u53d1\u5f0f\uff1a\u5927\u7ea610\u4e2a\u521d\u59cb\u7ebf\u7d22\u6216\u673a\u4f1a\u5c06\u4ea7\u751f\u5927\u7ea63\u4e2a\u5408\u683c\u7684\u63d0\u6848\uff0c\u800c\u8fd93\u4e2a\u63d0\u6848\u901a\u5e38\u8f6c\u5316\u4e3a1\u4e2a\u6210\u4ea4\u3002\u6211\u4f7f\u7528\u8fd9\u4e2a\u7ecf\u9a8c\u6cd5\u5219\u6765\u8bc4\u4f30\u9500\u552e\u7ba1\u9053\uff0c\u4e3a\u9500\u552e\u5f00\u53d1\u4ee3\u8868\uff08SDR\uff09\u548c\u5ba2\u6237\u7ecf\u7406\uff08AE\uff09\u8bbe\u5b9a\u6d3b\u52a8\u76ee\u6807\uff0c\u5e76\u9a8c\u8bc1\u6f5c\u5728\u5ba2\u6237\u5f00\u53d1\u3001\u8d44\u683c\u5ba1\u67e5\u548c\u63d0\u6848\u6267\u884c\u662f\u5426\u5728\u5065\u5eb7\u7684SaaS\u9500\u552e\u7b56\u7565\u5185\u8fd0\u4f5c.<\/p>\n<p>\u5b83\u5bf9B2B SaaS\u9500\u552e\u7b56\u7565\u7684\u91cd\u8981\u6027\uff1a<\/p>\n<ul>\n<li><strong>\u9884\u6d4b\u7684\u6e05\u6670\u5ea6\uff1a<\/strong> \u53cd\u5411\u63a8\u7b97\u4f60\u9700\u8981\u591a\u5c11\u7ebf\u7d22\u624d\u80fd\u8fbe\u5230\u6536\u5165\u76ee\u6807\uff08\u4f8b\u5982\uff0c\u8981\u6210\u4ea410\u7b14\u4ea4\u6613\uff0c\u76ee\u6807\u7ea6100\u4e2a\u521d\u59cb\u673a\u4f1a\uff09\u3002.<\/li>\n<li><strong>\u6d41\u7a0b\u8bca\u65ad\uff1a<\/strong> \u4e0e10-3-1\u7684\u504f\u5dee\u76f4\u63a5\u6307\u5411\u6f0f\u6597\u7684\u8584\u5f31\u73af\u8282\u2014\u2014\u7ebf\u7d22\u8d28\u91cf\u3001\u8d44\u683c\u5ba1\u67e5\u3001\u6f14\u793a\u6548\u679c\u6216\u63d0\u6848\u6267\u884c.<\/li>\n<li><strong>\u8fd0\u8425\u89c4\u5212\uff1a<\/strong> \u5c06\u914d\u989d\u8f6c\u5316\u4e3a\u6bcf\u5468\u7684\u5916\u5c55\u3001\u6f14\u793a\u8282\u594f\u548c\u63d0\u6848\u901a\u91cf\uff0c\u4ee5\u4fbf\u62db\u8058\u548c\u57f9\u8bad\u8ba1\u5212\u4e0e\u9884\u671f\u7684\u8f6c\u5316\u6d41\u7a0b\u5bf9\u9f50.<\/li>\n<\/ul>\n<h3>\u4f7f\u752810 3 1\u6cd5\u5219\u6765\u6269\u5927\u5916\u5c55\uff1a\u6d3b\u52a8\u76ee\u6807\u3001\u8f6c\u5316\u57fa\u51c6\u548c\u9884\u6d4b<\/h3>\n<p>\u4e3a\u4e86\u5728SaaS B2B\u9500\u552e\u7b56\u7565\u4e2d\u5b9e\u73b010-3-1\uff0c\u6211\u5c06\u6bd4\u7387\u8f6c\u6362\u4e3a\u57fa\u4e8e\u6d3b\u52a8\u7684\u76ee\u6807\u548c\u77ed\u671f\u961f\u5217\u3002\u9996\u5148\uff0c\u6d4b\u91cf\u60a8\u5728\u4ee3\u8868\u6027\u671f\u95f4\uff0890\u5929\uff09\u5185\u7684\u5f53\u524d\u7ebf\u7d22\u2192\u63d0\u6848\u2192\u6210\u4ea4\u6bd4\u7387\uff0c\u6309\u8fd0\u52a8\uff08SMB\u3001\u4e2d\u578b\u5e02\u573a\u3001\u4f01\u4e1a\uff09\u8fdb\u884c\u7ec6\u5206\u3002\u5982\u679c\u60a8\u7684\u57fa\u7ebf\u4e0e10-3-1\u5339\u914d\uff0c\u8bf7\u8bbe\u5b9a\u6bcf\u5468\u7684\u5916\u5c55\u3001\u6f14\u793a\u548c\u63d0\u6848\u914d\u989d\uff0c\u4ee5\u8fbe\u5230\u60a8\u7684ARR\u76ee\u6807\u3002\u5982\u679c\u4e0d\u5339\u914d\uff0c\u8bf7\u5229\u7528\u5dee\u8ddd\u6765\u4f18\u5148\u4fee\u590d\u95ee\u9898\u3002.<\/p>\n<p>\u6211\u5e94\u7528\u7684\u5b9e\u9645\u6b65\u9aa4\uff1a<\/p>\n<ol>\n<li>\u901a\u8fc7\u7ec6\u5206\u548c\u8fd0\u52a8\u5efa\u7acb\u57fa\u7ebf\u8f6c\u5316\u6307\u6807\u2014\u2014\u8ddf\u8e2a\u7ebf\u7d22\u5230\u63d0\u6848\u548c\u63d0\u6848\u5230\u6210\u4ea4\u768430\/60\/90\u5929\u961f\u5217\uff0c\u4ee5\u907f\u514d\u5608\u6742\u7684\u5e74\u5ea6\u5e73\u5747\u503c\u3002.<\/li>\n<li>\u5c06\u6240\u9700\u7684\u6210\u4ea4\u4ea4\u6613\u8f6c\u5316\u4e3a\u4e0a\u6e38\u6d3b\u52a8\uff1a\u8ba1\u7b97\u6bcf\u4e2a\u4ee3\u8868\u6240\u9700\u7684\u7ebf\u7d22\u3001\u6240\u9700\u7684\u6f14\u793a\u548c\u6240\u9700\u7684\u63d0\u6848\uff0c\u4ee5\u8fbe\u5230\u76ee\u6807ARR\uff0c\u524d\u63d0\u662f\u60a8\u5f53\u524d\u768410-3-1\u6bd4\u7387\u3002.<\/li>\n<li>\u5728\u6700\u8584\u5f31\u7684\u73af\u8282\u4e0a\u8fdb\u884c\u96c6\u4e2d\u5b9e\u9a8c\uff08\u4f8b\u5982\uff0c\u5982\u679c\u63d0\u6848\u2192\u6210\u4ea4\u7387\u4f4e\uff0c\u5219\u6539\u5584\u53d1\u73b0\u3001\u5b9a\u5236\u63d0\u6848\u6216\u7f29\u77ed\u63d0\u6848\u5468\u8f6c\u65f6\u95f4\uff09\u3002\u4f7f\u7528SaaS\u9500\u552e\u7b56\u7565\u6a21\u677f\u6765\u6807\u51c6\u5316\u201c\u673a\u4f1a\u201d\u548c\u201c\u63d0\u6848\u201d\u7684\u5b9a\u4e49\uff0c\u4ee5\u4fbf\u56e2\u961f\u80fd\u591f\u4e00\u81f4\u5730\u8fdb\u884c\u6d4b\u91cf\u3002.<\/li>\n<li>\u5bf9\u5de5\u5177\u548c\u81ea\u52a8\u5316\u8fdb\u884c\u5bf9\u9f50\u2014\u2014CRM\u3001\u63d0\u6848\u751f\u6210\u5668\u548c\u53c2\u4e0e\u5e8f\u5217\u2014\u2014\u4ee5\u51cf\u5c11\u63d0\u6848\u65f6\u95f4\u5e76\u63d0\u9ad8\u80dc\u7387\uff1b\u5bf9\u4e8e\u4ea7\u54c1\u89e6\u53d1\u7684\u6e20\u9053\uff0c\u786e\u4fdd\u4ea7\u54c1\u4e8b\u4ef6\u7eb3\u5165\u5916\u90e8\u8282\u594f\uff0c\u4ee5\u4fbf\u9ad8\u610f\u5411\u7ebf\u7d22\u5f97\u5230\u4f18\u5148\u5904\u7406\u3002.<\/li>\n<\/ol>\n<p>\u5173\u952e\u7ee9\u6548\u6307\u6807\uff08KPI\uff09\u8ddf\u8e2a 10\u20133\u20131\uff1a\u6f5c\u5728\u5ba2\u6237\u8f6c\u5316\u4e3a\u63d0\u6848\u7684\u6bd4\u4f8b\u3001\u63d0\u6848\u8f6c\u5316\u4e3a\u6210\u4ea4\u7684\u6bd4\u4f8b\u3001\u5e73\u5747\u4ea4\u6613\u89c4\u6a21\uff08ACV\uff09\u3001\u9500\u552e\u5468\u671f\u957f\u5ea6\u3001\u9500\u552e\u7ba1\u9053\u8986\u76d6\u7387\uff083\u20135\u00d7 \u914d\u989d\uff09\u4ee5\u53ca\u6309\u6e20\u9053\u5212\u5206\u7684\u80dc\u7387\u3002\u6709\u5173\u5982\u4f55\u5c06\u8fd9\u4e9b\u6307\u6807\u6620\u5c04\u5230\u60a8\u7684\u9500\u552e\u7ba1\u9053\u548c CRM \u9636\u6bb5\u7684\u5e2e\u52a9\uff0c\u8bf7\u53c2\u8003\u6307\u5bfc\u5185\u5bb9 <a href=\"https:\/\/messengerbot.app\/zh\/%e6%9c%80%e4%bd%b3%e9%94%80%e5%94%ae%e6%8c%87%e6%a0%87%e5%85%b3%e9%94%ae%e7%bb%a9%e6%95%88%e6%8c%87%e6%a0%87%e5%92%8c%e6%9c%80%e4%bd%b3%e6%88%90%e5%8a%9f%e8%bf%bd%e8%b8%aa%e7%a4%ba%e4%be%8b\/\" title=\"SaaS\u9500\u552e\u6307\u6807\">SaaS\u9500\u552e\u6307\u6807<\/a> \u4ee5\u53ca\u5b9e\u9645\u7684\u64cd\u4f5c\u624b\u518c <a href=\"https:\/\/messengerbot.app\/zh\/%e6%8e%8c%e6%8f%a1%e7%ae%a1%e9%81%93%e7%ae%a1%e7%90%86%e8%bf%87%e7%a8%8b%e7%9a%84%e5%85%b3%e9%94%ae%e9%98%b6%e6%ae%b5%e3%80%81crm%e9%9b%86%e6%88%90%e5%92%8c%e6%9c%89%e6%95%88%e7%9a%84%e9%a1%b9\/\" title=\"\u7ba1\u9053\u7ba1\u7406\u6d41\u7a0b\">\u7ba1\u9053\u7ba1\u7406<\/a>.<\/p>\n<p><img src=\"https:\/\/messengerbot.app\/wp-content\/uploads\/2025\/11\/saas-sales-strategy-454733.jpg\" alt=\"saas \u9500\u552e\u7b56\u7565\" loading=\"lazy\" decoding=\"async\" title=\"\"><\/p>\n<h2>SaaS \u7684 10 \u500d\u6cd5\u5219\u662f\u4ec0\u4e48\uff1f<\/h2>\n<h3>SaaS \u7684 10 \u500d\u6cd5\u5219\u662f\u4ec0\u4e48\uff1f<\/h3>\n<p>SaaS \u7684 10 \u500d\u6cd5\u5219\u662f\u4e00\u79cd\u57fa\u4e8e\u4ef7\u503c\u7684\u5b9a\u4ef7\u542f\u53d1\u5f0f\uff1a\u60a8\u7684\u4ea7\u54c1\u5e94\u5f53\u660e\u663e\u63d0\u4f9b\u81f3\u5c11\u5341\u500d\u4e8e\u5176\u4ef7\u683c\u7684\u7ecf\u6d4e\u4ef7\u503c\u3002\u5728\u5b9e\u8df5\u4e2d\uff0c\u6211\u5c06 10 \u500d\u6cd5\u5219\u4f5c\u4e3a\u5728\u5236\u5b9a\u5b9a\u4ef7\u3001\u5305\u88c5\u548c\u5e02\u573a\u63a8\u5e7f\u7684 B2B SaaS \u9500\u552e\u7b56\u7565\u65f6\u7684\u51b3\u7b56\u8fc7\u6ee4\u5668\u2014\u2014\u5982\u679c\u5ba2\u6237\u80fd\u591f\u91cf\u5316\u5176\u8282\u7701\u3001\u6536\u5165\u63d0\u5347\u6216\u751f\u4ea7\u529b\u63d0\u5347\u7684\u4ef7\u503c\u662f\u4ed6\u4eec\u652f\u4ed8\u7684\u91d1\u989d\u7684\u6570\u91cf\u7ea7\uff0c\u90a3\u4e48\u4ef7\u683c\u963b\u529b\u5c31\u4f1a\u964d\u4f4e\uff0c\u6269\u5c55\u7ecf\u6d4e\u6548\u76ca\u4f1a\u6539\u5584\u3002.<\/p>\n<p>\u6211\u5982\u4f55\u5c06 10 \u500d\u6cd5\u5219\u8f6c\u5316\u4e3a\u884c\u52a8\uff1a<\/p>\n<ul>\n<li><strong>\u91cf\u5316\u4ef7\u503c\uff1a<\/strong> \u5728\u53d1\u73b0\u9636\u6bb5\uff0c\u6211\u4f1a\u6620\u5c04\u5ba2\u6237\u7684\u57fa\u7ebf\u6307\u6807\uff08\u6210\u672c\u3001\u6536\u5165\u3001\u82b1\u8d39\u65f6\u95f4\uff09\uff0c\u5e76\u4f30\u7b97\u76f4\u63a5\u7684\u7f8e\u5143\u5f71\u54cd\u2014\u2014\u5e74\u5ea6\u7ecf\u5e38\u6027\u6536\u5165\uff08ARR\uff09\u63d0\u5347\u3001\u4eba\u5458\u6210\u672c\u8282\u7701\u6216\u5ba2\u6237\u6d41\u5931\u51cf\u5c11\u2014\u2014\u5e76\u5c55\u793a\u8fd9\u4e9b\u5982\u4f55\u6620\u5c04\u5230\u4e00\u4e2a\u4fdd\u5b88\u7684 10 \u500d\u57fa\u7ebf\u3002.<\/li>\n<li><strong>\u5b9a\u4ef7\u4ee5\u6355\u83b7\u4e00\u90e8\u5206\u4ef7\u503c\uff1a<\/strong> \u60a8\u5f88\u5c11\u80fd\u6355\u83b7\u5168\u90e8 10 \u500d\uff1b\u6355\u83b7 10\u201330% \u7684\u62ab\u9732\u4ef7\u503c\u662f\u5e38\u89c1\u4e14\u53ef\u8fa9\u62a4\u7684\uff0c\u524d\u63d0\u662f\u6709\u53ef\u8861\u91cf\u7684\u7ed3\u679c\u652f\u6301\u3002\u8fd9\u79cd\u6846\u67b6\u662f\u53ef\u91cd\u590d\u7684 SaaS B2B \u9500\u552e\u7b56\u7565\u7684\u6838\u5fc3\uff0c\u56e0\u4e3a\u5b83\u4e3a\u8d22\u52a1\u56e2\u961f\u63d0\u4f9b\u4e86\u7b80\u5355\u7684\u6295\u8d44\u56de\u62a5\u7387\uff08ROI\uff09\u8ba1\u7b97\u3002.<\/li>\n<li><strong>\u6309\u5b9e\u73b0\u7684\u4ef7\u503c\u8fdb\u884c\u7ec6\u5206\uff1a<\/strong> \u4f01\u4e1a\u8d26\u6237\u901a\u8fc7\u53ef\u8861\u91cf\u7684\u7ed3\u679c\u83b7\u5f97\u57fa\u4e8e\u4ef7\u503c\u7684\u5305\u88c5\u548c\u66f4\u9ad8\u7684\u5e74\u5ea6\u5408\u540c\u4ef7\u503c\uff08ACV\uff09\uff1b\u81ea\u52a9\u670d\u52a1\u5c42\u7ea7\u4ecd\u7136\u6309\u5ea7\u4f4d\u6216\u4f7f\u7528\u5b9a\u4ef7\uff0c\u5e76\u627f\u8bfa\u660e\u786e\u7684\u4ef7\u503c\u5b9e\u73b0\u65f6\u95f4\uff08TTV\uff09\u3002.<\/li>\n<\/ul>\n<p>\u6211\u4e5f\u5c0610\u500d\u6cd5\u5219\u89c6\u4e3a\u4e00\u79cd\u4fdd\u62a4\u63aa\u65bd\uff0c\u800c\u4e0d\u662f\u4e25\u683c\u7684\u6cd5\u5f8b\uff1a\u5bf9\u4e8e\u5546\u54c1\u5316\u7684\u5c0f\u578b\u4f01\u4e1a\u5c42\u7ea7\uff0c\u5b57\u9762\u4e0a\u768410\u500d\u6d4b\u8bd5\u53ef\u80fd\u4e0d\u5207\u5b9e\u9645\uff0c\u4f46\u8fd9\u79cd\u5fc3\u6001\u2014\u2014\u5c06\u5b9a\u4ef7\u96c6\u4e2d\u5728\u53ef\u8861\u91cf\u7684\u5ba2\u6237\u6295\u8d44\u56de\u62a5\u7387\uff08ROI\uff09\u4e0a\u2014\u2014\u5bf9\u4e8e\u4efb\u4f55\u53ef\u6269\u5c55\u7684B2B SaaS\u9500\u552e\u7b56\u7565\u4ecd\u7136\u81f3\u5173\u91cd\u8981\u3002.<\/p>\n<h3>\u5b9e\u73b010\u500d\u5f71\u54cd\u7684\u589e\u957f\u6760\u6746\uff1a\u5b9a\u4ef7\u3001\u6269\u5c55\u3001\u4ea7\u54c1\u5e02\u573a\u5951\u5408\u548c\u6e20\u9053\u5408\u4f5c\u4f19\u4f34\u5173\u7cfb<\/h3>\n<p>\u901a\u8fc7\u56db\u4e2a\u534f\u8c03\u7684\u589e\u957f\u6760\u6746\u5b9e\u73b010\u500d\u4ef7\u503c\u3002\u6211\u4f18\u5148\u8003\u8651\u8fd9\u4e9b\u6760\u6746\uff0c\u4ee5\u4fdd\u6301\u5ba2\u6237\u4fe1\u8a89\u5e76\u6700\u5927\u5316\u51c0\u6536\u5165\u7559\u5b58\u7387\uff08NRR\uff09\u3002.<\/p>\n<ul>\n<li><strong>\u5b9a\u4ef7\u4e0e\u5305\u88c5\uff1a<\/strong> \u4ece\u6210\u672c\u52a0\u6210\u6216\u529f\u80fd\u5bfc\u5411\u7684\u5c42\u7ea7\u8f6c\u5411\u9762\u5411\u7ed3\u679c\u7684\u5957\u9910\uff0c\u9488\u5bf9\u80fd\u591f\u5b9e\u73b0\u660e\u786e\u6295\u8d44\u56de\u62a5\u7387\u7684\u7ec6\u5206\u5e02\u573a\u3002\u5b9e\u65bd\u8bd5\u70b9\u5b9a\u4ef7\u6216\u7ed3\u679c\u4fdd\u8bc1\uff0c\u4ee5\u964d\u4f4e\u4e70\u65b9\u98ce\u9669\uff0c\u5e76\u5728\u7ed3\u679c\u5f97\u5230\u9a8c\u8bc1\u540e\u6355\u83b7\u4ef7\u503c\u3002\u4f7f\u7528SaaS\u9500\u552e\u7b56\u7565\u6a21\u677f\u6d4b\u8bd5\u5ea7\u4f4d\u3001\u4f7f\u7528\u548c\u7ed3\u679c\u5b9a\u4ef7\uff0c\u5e76\u6807\u51c6\u5316\u5546\u4e1a\u5b9e\u9a8c\u3002.<\/li>\n<li><strong>\u6269\u5c55\u7b56\u7565\uff1a<\/strong> \u5c06\u6269\u5c55\u89e6\u53d1\u56e0\u7d20\u5d4c\u5165\u5230\u5165\u804c\u548c\u4ea7\u54c1\u4e8b\u4ef6\u4e2d\uff0c\u4ee5\u4fbf\u5ba2\u6237\u6210\u529f\u7ecf\u7406\uff08CSM\uff09\u80fd\u591f\u5c06\u5b9e\u73b0\u7684\u4ef7\u503c\u8f6c\u5316\u4e3a\u8ffd\u52a0\u9500\u552e\uff08\u5ea7\u4f4d\u6269\u5c55\u3001\u9ad8\u7ea7\u6a21\u5757\u3001\u4e13\u4e1a\u670d\u52a1\uff09\u3002\u5229\u7528TTV\u548c\u4f7f\u7528\u4fe1\u53f7\u6765\u81ea\u52a8\u5316\u6269\u5c55\u63d0\u793a\uff1b\u8fd9\u5728\u60a8\u7684SaaS B2B\u9500\u552e\u7b56\u7565\u4e2d\u4fdd\u6301\u4e86\u53ef\u6269\u5c55\u7684\u6269\u5c55\u52a8\u4f5c\u3002.<\/li>\n<li><strong>\u4ea7\u54c1\u5e02\u573a\u5951\u5408\u548cTTV\uff1a<\/strong> \u901a\u8fc7\u4f18\u5316\u5165\u804c\u6d41\u7a0b\u3001\u521b\u5efa\u9884\u5b9a\u4e49\u7684\u6210\u529f\u91cc\u7a0b\u7891\u4ee5\u53ca\u63a8\u51fa\u80fd\u591f\u89e3\u9501\u53ef\u8861\u91cf\u7ed3\u679c\u7684\u529f\u80fd\u6765\u51cf\u5c11\u4ef7\u503c\u5b9e\u73b0\u65f6\u95f4\u3002\u5f53\u4ef7\u503c\u5b9e\u73b0\u65f6\u95f4\u7f29\u77ed\u65f6\uff0c\u611f\u77e5\u768410\u500d\u4ef7\u503c\u4f1a\u66f4\u5feb\u53d8\u5f97\u5207\u5b9e\u53ef\u884c\uff0c\u4ece\u800c\u52a0\u901f\u8f6c\u5316\u548c\u6269\u5c55\u3002.<\/li>\n<li><strong>\u6e20\u9053\u548c\u5408\u4f5c\u4f19\u4f34\u7f51\u7edc\uff1a<\/strong> \u4e3a\u4e86\u5feb\u901f\u63d0\u9ad8\u5e74\u5ea6\u7ecf\u5e38\u6027\u6536\u5165\uff0c\u56f4\u7ed5\u4ef7\u503c\u6307\u6807\u800c\u975e\u6f5c\u5728\u5ba2\u6237\u6570\u91cf\u6765\u5bf9\u9f50\u6e20\u9053\u5408\u4f5c\u4f19\u4f34\u3002\u80fd\u591f\u4e0e\u7ed3\u679c\u6848\u4f8b\u5171\u540c\u9500\u552e\u7684\u5408\u4f5c\u4f19\u4f34\u4f7f10\u500d\u627f\u8bfa\u5bf9\u5927\u578b\u5ba2\u6237\u66f4\u5177\u53ef\u4fe1\u5ea6\uff0c\u5e76\u63d0\u9ad8\u5206\u9500\u6548\u7387\u3002.<\/li>\n<\/ul>\n<p>\u6211\u7528\u6765\u6fc0\u6d3b\u8fd9\u4e9b\u6760\u6746\u7684\u64cd\u4f5c\u68c0\u67e5\u6e05\u5355\uff1a<\/p>\n<ol>\n<li>\u5728\u9500\u552e\u53d1\u73b0\u9636\u6bb5\u5efa\u7acb\u4fdd\u5b88\u7684\u4ef7\u503c\u6a21\u578b\uff0c\u5e76\u5c06\u57fa\u7ebf\u6307\u6807\u8bb0\u5f55\u5230CRM\u4e2d\u3002.<\/li>\n<li>\u5f00\u5c55\u4ee5\u7ed3\u679c\u4e3a\u57fa\u7840\u7684\u8bd5\u70b9\uff0c\u8bbe\u5b9a\u77ed\u671f\u7684\u4ef7\u503c\u5b9e\u73b0\u76ee\u6807\uff0c\u5e76\u5bf9\u6d4b\u91cf\u8fdb\u884c\u7f16\u7801\uff0c\u4ee5\u4fbf\u8d22\u52a1\u90e8\u95e8\u80fd\u591f\u9a8c\u8bc1\u6295\u8d44\u56de\u62a5\u7387\u3002.<\/li>\n<li>\u4e3a\u5ba2\u6237\u6210\u529f\u7ecf\u7406\u914d\u5907\u6269\u5c55\u811a\u672c\u548c\u5728\u5b9a\u4e49\u7684\u4f7f\u7528\u6216\u4ef7\u503c\u91cc\u7a0b\u7891\u89e6\u53d1\u7684\u81ea\u52a8\u5316\u5de5\u5177\u3002.<\/li>\n<li>\u901a\u8fc7\u53d7\u63a7\u7684A\/B\u6d4b\u8bd5\u8fed\u4ee3\u5b9a\u4ef7\uff0c\u5e76\u6309\u7fa4\u4f53\u8ddf\u8e2a\u5f39\u6027\u3001\u6d41\u5931\u7387\u548c\u8f6c\u5316\u7387\u3002.<\/li>\n<\/ol>\n<p>\u4e3a\u4e86\u5b9e\u9645\u5b9e\u65bd\uff0c\u5c06\u7b56\u7565\u4e0e\u6b63\u786e\u7684\u6307\u6807\u548c\u5de5\u5177\u914d\u5bf9\u2014\u2014\u8bf7\u53c2\u9605\u6709\u5173\u8d44\u6e90\u3002 <a href=\"https:\/\/messengerbot.app\/zh\/%e6%9c%80%e4%bd%b3%e9%94%80%e5%94%ae%e6%8c%87%e6%a0%87%e5%85%b3%e9%94%ae%e7%bb%a9%e6%95%88%e6%8c%87%e6%a0%87%e5%92%8c%e6%9c%80%e4%bd%b3%e6%88%90%e5%8a%9f%e8%bf%bd%e8%b8%aa%e7%a4%ba%e4%be%8b\/\" title=\"SaaS\u9500\u552e\u6307\u6807\">SaaS\u9500\u552e\u6307\u6807<\/a> \u5e76\u4f7f\u7528\u63a8\u8350\u8bc4\u4f30\u60a8\u7684\u6280\u672f\u5806\u6808\u3002 <a href=\"https:\/\/messengerbot.app\/zh\/b2b-%e7%9a%84%e5%9f%ba%e6%9c%ac%e9%94%80%e5%94%ae%e5%b7%a5%e5%85%b7%e6%8e%8c%e6%8f%a1%e6%8a%80%e5%b7%a7%e7%ad%96%e7%95%a5%e5%92%8c-kpi-%e4%bb%a5%e5%ae%9e%e7%8e%b0%e6%88%90%e5%8a%9f\/\" title=\"B2B \u7684\u57fa\u672c\u9500\u552e\u5de5\u5177\">B2B \u7684\u57fa\u672c\u9500\u552e\u5de5\u5177<\/a>. \u5982\u679c\u60a8\u60f3\u5feb\u901f\u5b9e\u73b0\u8fd9\u4e9b\u6760\u6746\uff0cSaaS\u9500\u552e\u7b56\u7565\u6a21\u677f\u53ef\u4ee5\u52a0\u901f\u5b9e\u9a8c\uff0c\u5e76\u4fdd\u6301GTM\u4e0e\u53ef\u8861\u91cf\u7684\u4ef7\u503c\u7ed3\u679c\u5bf9\u9f50\u3002.<\/p>\n<h2>SaaS\u4e2d\u768480\/20\u6cd5\u5219\u662f\u4ec0\u4e48\uff1f<\/h2>\n<h3>\u4f7f\u752880\/20\u6cd5\u5219\u8fdb\u884c\u4f18\u5148\u6392\u5e8f\uff1a\u5728B2B SaaS\u9500\u552e\u7b56\u7565\u4e2d\u7684\u8d26\u6237\u3001\u529f\u80fd\u548c\u8425\u9500\u652f\u51fa<\/h3>\n<p>SaaS\u4e2d\u768480\/20\u6cd5\u5219\u662f\u5e15\u7d2f\u6258\u539f\u5219\u5728\u8ba2\u9605\u4e1a\u52a1\u4e2d\u7684\u5e94\u7528\uff1a\u5927\u7ea680%\u7684\u7ed3\u679c\u2014\u2014ARR\u3001\u7eed\u8ba2\u3001\u6269\u5c55\u6216\u652f\u6301\u8d1f\u8f7d\u2014\u2014\u901a\u5e38\u6765\u81ea20%\u7684\u8f93\u5165\uff0c\u4f8b\u5982\u5ba2\u6237\u3001\u529f\u80fd\u6216\u6e20\u9053\u3002\u5728B2B SaaS\u9500\u552e\u7b56\u7565\u4e2d\uff0c\u8fd9\u610f\u5473\u7740\u5c0f\u90e8\u5206\u9ad8\u4ef7\u503c\u8d26\u6237\u4e0d\u6210\u6bd4\u4f8b\u5730\u63a8\u52a8\u5355\u4f4d\u7ecf\u6d4e\u548cNRR\uff0c\u56e0\u6b64\u6211\u7684\u9996\u8981\u4efb\u52a1\u662f\u8bc6\u522b\u5e76\u4fdd\u62a4\u8fd9\u4e00\u7fa4\u4f53\uff0c\u540c\u65f6\u4fdd\u6301\u957f\u5c3e\u7684\u76c8\u5229\u3002.<\/p>\n<ul>\n<li><strong>\u8d26\u6237\uff1a<\/strong> \u8fdb\u884c\u5e15\u7d2f\u6258\u6536\u5165\u5206\u6790\uff0c\u4ee5\u8bc6\u522b\u6309ARR\u548c\u6269\u5c55\u7387\u6392\u540d\u524d20%\u7684\u8d26\u6237\uff0c\u7136\u540e\u4e3a\u8fd9\u4e9b\u8d26\u6237\u521b\u5efa\u5b9a\u5236\u7684\u6210\u529f\u8ba1\u5212\u548c\u9ad8\u7ba1\u63a5\u89e6\u70b9\uff0c\u4ee5\u51cf\u5c11\u6d41\u5931\u5e76\u52a0\u901f\u8ffd\u52a0\u9500\u552e\u3002.<\/li>\n<li><strong>\u529f\u80fd\uff1a<\/strong> \u5206\u6790\u529f\u80fd\u91c7\u7528\u548c\u6536\u5165\u5f52\u56e0\u2014\u2014\u9876\u7ea7\u7fa4\u4f53\u4f7f\u7528\u7684\u529f\u80fd\u5728\u8def\u7ebf\u56fe\u4e2d\u5e94\u4f18\u5148\u8003\u8651\uff0c\u56e0\u4e3a\u5b83\u4eec\u63a8\u52a8\u7559\u5b58\u548c\u6269\u5c55\u3002.<\/li>\n<li><strong>\u8425\u9500\u652f\u51fa\uff1a<\/strong> \u5c06\u6e20\u9053\u548c\u5185\u5bb9\u9884\u7b97\u91cd\u65b0\u5206\u914d\u7ed9\u4e0e\u524d20%\u76f8\u4f3c\u7684\u53d7\u4f17\uff0c\u5e76\u5bf9\u8fd9\u4e9b\u7ec6\u5206\u5e02\u573a\u4f7f\u7528\u9ad8\u63a5\u89e6\u7684ABM\uff0c\u540c\u65f6\u4e3a\u957f\u5c3e\u81ea\u52a8\u5316\u83b7\u53d6\u3002.<\/li>\n<\/ul>\n<p>\u5b9e\u9645\u4e0a\uff0c\u6211\u5728\u77ed\u65f6\u95f4\u5185\uff0830\/60\/90\u5929\uff09\u76d1\u6d4bARR\u6d53\u5ea6\u3001\u961f\u5217NRR\u548c\u529f\u80fd\u91c7\u7528\u7387\uff0c\u4ee5\u4fbf\u5feb\u901f\u53d1\u73b0\u53d8\u5316\u3002\u8fd9\u79cd\u7eaa\u5f8b\u5c06\u6982\u5ff5\u6027\u768480\/20\u6d1e\u5bdf\u8f6c\u5316\u4e3aSaaS B2B\u9500\u552e\u7b56\u7565\u4e2d\u7684\u64cd\u4f5c\u4f18\u5148\u7ea7\u3002.<\/p>\n<h3>\u521b\u5efa80\/20\u884c\u52a8\u8ba1\u5212\uff1a\u7ec6\u5206\u3001\u7406\u60f3\u5ba2\u6237\u753b\u50cf\u548c\u8d44\u6e90\u5206\u914d<\/h3>\n<p>\u5c0680\/20\u6d1e\u5bdf\u8f6c\u5316\u4e3a\u6267\u884c\u9700\u8981\u4e09\u4e2a\u5177\u4f53\u6b65\u9aa4\uff1a\u7cbe\u51c6\u7ec6\u5206\u3001\u66f4\u65b0\u7684ICP\u548c\u6709\u610f\u8bc6\u7684\u8d44\u6e90\u5206\u914d\u3002\u6211\u9075\u5faa\u4e00\u4e2a\u53ef\u91cd\u590d\u7684\u5267\u672c\uff0c\u5c06\u5206\u6790\u8f6c\u5316\u4e3a\u884c\u52a8\u548c\u53ef\u8861\u91cf\u7684\u7ed3\u679c\u3002.<\/p>\n<ol>\n<li><strong>\u7ec6\u5206\u548c\u91cf\u5316\uff1a<\/strong> \u6309\u884c\u4e1a\u3001\u516c\u53f8\u89c4\u6a21\u3001\u4f7f\u7528\u6848\u4f8b\u548c\u83b7\u53d6\u6e20\u9053\u8fdb\u884c\u6536\u5165\u5e15\u7d2f\u6258\u548c\u961f\u5217\u5206\u6790\uff0c\u4ee5\u627e\u51fa\u9876\u7ea7\u8d26\u6237\u3002\u5229\u7528\u8fd9\u4e9b\u7ec6\u5206\u6765\u66f4\u65b0\u4f60\u7684ICP\u548c\u4e70\u5bb6\u753b\u50cf\u3002.<\/li>\n<li><strong>\u8bbe\u8ba1\u5dee\u5f02\u5316\u7684\u52a8\u4f5c\uff1a<\/strong> \u4e3a\u9876\u7ea7\u961f\u5217\u5206\u914d\u9ad8\u63a5\u89e6\u8d26\u6237\u8ba1\u5212\u3001\u81ea\u5b9a\u4e49SLA\u548c\u4f18\u5148\u529f\u80fd\u8bf7\u6c42\uff0c\u540c\u65f6\u4e3a\u957f\u5c3e\u81ea\u52a8\u5316\u5165\u804c\u548c\u652f\u6301\u3002SaaS\u9500\u552e\u7b56\u7565\u6a21\u677f\u6709\u52a9\u4e8e\u89c4\u8303\u5267\u672c\u3001\u63a5\u53d7\u6807\u51c6\u548c\u5347\u7ea7\u8def\u5f84\uff0c\u4ee5\u4fbf\u56e2\u961f\u4e00\u81f4\u6267\u884c\u3002.<\/li>\n<li><strong>\u5408\u7406\u5206\u914d\u8d44\u6e90\uff1a<\/strong> \u5c06\u9500\u552e\u3001\u5ba2\u6237\u6210\u529f\u548c\u4ea7\u54c1\u7684\u52aa\u529b\u8f6c\u5411\u4fdd\u62a4\u548c\u6269\u5c55\u9876\u7ea720%\u7684\u6d3b\u52a8\uff0c\u5e76\u7528\u53ef\u6269\u5c55\u7684\u81ea\u52a8\u5316\uff08\u81ea\u52a9\u6d41\u7a0b\u3001\u89e6\u53d1\u5165\u804c\u3001\u804a\u5929\u5e8f\u5217\uff09\u586b\u8865\u957f\u5c3e\u3002\u6211\u4f7f\u7528\u81ea\u52a8\u5316\u5de5\u4f5c\u6d41\u6765\u53d1\u73b0\u6269\u5c55\u4fe1\u53f7\u5e76\u51cf\u5c11\u624b\u52a8\u5de5\u4f5c\uff0c\u4e3a\u9ad8\u4ef7\u503c\u5173\u7cfb\u91ca\u653e\u4eba\u529b\u65f6\u95f4\u3002.<\/li>\n<\/ol>\n<p>\u6211\u8ddf\u8e2a\u7684\u5173\u952e\u6307\u6807\u4ee5\u9a8c\u8bc1\u8ba1\u5212\uff0c\u5305\u62ec\u6765\u81ea\u524d20%\u8d26\u6237\u7684ARR\u767e\u5206\u6bd4\u3001\u8be5\u7fa4\u4f53\u7684NRR\u3001\u4e0e\u957f\u5c3e\u7684\u6d41\u5931\u5dee\u5f02\u4ee5\u53ca\u6bcf\u4e2a\u8d26\u6237\u7684\u652f\u6301\u6210\u672c\u3002\u4e3a\u4e86\u5b9e\u7528\u7684\u4eea\u8868\u5316\uff0c\u5c06\u8fd9\u4e9bKPI\u6620\u5c04\u5230\u60a8\u7684\u9500\u552e\u7ba1\u9053\u9636\u6bb5\u548c\u9500\u552e\u6307\u6807\u4eea\u8868\u677f\uff0c\u4ee5\u4fbf\u6bcf\u4e2a\u9500\u552e\u4ee3\u8868\u548c\u5ba2\u6237\u6210\u529f\u7ecf\u7406\u90fd\u77e5\u9053\u76ee\u6807\u4ee5\u53ca\u5b83\u4eec\u5982\u4f55\u5f71\u54cd\u516c\u53f8\u5065\u5eb7\u3002\u6709\u5173KPI\u548c\u7ba1\u9053\u6620\u5c04\u7684\u6307\u5bfc\uff0c\u8bf7\u53c2\u89c1\u8d44\u6e90 <a href=\"https:\/\/messengerbot.app\/zh\/%e6%9c%80%e4%bd%b3%e9%94%80%e5%94%ae%e6%8c%87%e6%a0%87%e5%85%b3%e9%94%ae%e7%bb%a9%e6%95%88%e6%8c%87%e6%a0%87%e5%92%8c%e6%9c%80%e4%bd%b3%e6%88%90%e5%8a%9f%e8%bf%bd%e8%b8%aa%e7%a4%ba%e4%be%8b\/\" title=\"SaaS\u9500\u552e\u6307\u6807\">SaaS\u9500\u552e\u6307\u6807<\/a> \u5e76\u4f7f\u7528\u4e00\u4e2a <a href=\"https:\/\/messengerbot.app\/zh\/%e6%8e%8c%e6%8f%a1%e9%94%80%e5%94%ae%e7%ae%a1%e9%81%93%e5%bc%80%e5%8f%91%e7%9a%84%e8%89%ba%e6%9c%af%ef%bc%8c%e7%90%86%e8%a7%a3%e9%98%b6%e6%ae%b5%e3%80%81%e6%9e%84%e5%bb%ba%e7%ad%96%e7%95%a5%e5%92%8c\/\" title=\"\u9500\u552e\u7ba1\u9053\u5f00\u53d1\">\u9500\u552e\u7ba1\u9053\u5f00\u53d1<\/a> \u624b\u518c\u6765\u5b9e\u73b0\u7ec6\u5206\u548c\u8d44\u6e90\u5206\u914d\u51b3\u7b56\u7684\u64cd\u4f5c\u5316\u3002.<\/p>\n<p><img src=\"https:\/\/messengerbot.app\/wp-content\/uploads\/2025\/11\/saas-sales-strategy-411990.jpg\" alt=\"saas \u9500\u552e\u7b56\u7565\" loading=\"lazy\" decoding=\"async\" title=\"\"><\/p>\n<h2>\u9500\u552e\u4e2d\u768470\/30\u89c4\u5219\u662f\u4ec0\u4e48\uff1f<\/h2>\n<h3>\u9500\u552e\u4e2d\u768470\/30\u89c4\u5219\u662f\u4ec0\u4e48\uff1f<\/h3>\n<p>\u9500\u552e\u4e2d\u768470\/30\u89c4\u5219\u662f\u4e00\u79cd\u884c\u4e3a\u548c\u8d44\u6e90\u5206\u914d\u6307\u5357\uff0c\u9500\u552e\u56e2\u961f\u6709\u4e24\u79cd\u5e38\u89c1\u7684\u89e3\u91ca\uff1a\uff08A\uff09\u5728\u53d1\u73b0\u8fc7\u7a0b\u4e2d\u7684\u5bf9\u8bdd\u52a8\u6001\u2014\u2014\u6f5c\u5728\u5ba2\u6237\u5e94\u8be5\u5927\u7ea6\u8bf4~70%\u7684\u65f6\u95f4\uff0c\u800c\u9500\u552e\u4eba\u5458~30%\u2014\u2014\u4ee5\u53ca\uff08B\uff09\u65f6\u95f4\u548c\u8d44\u6e90\u7684\u6218\u7565\u5206\u914d\u2014\u2014\u5927\u7ea670%\u7684\u52aa\u529b\u96c6\u4e2d\u5728\u6269\u5c55\/\u4fdd\u7559\u4e0a\uff0c30%\u96c6\u4e2d\u5728\u65b0\u5ba2\u6237\u83b7\u53d6\u4e0a\uff08\u6216\u6839\u636e\u9636\u6bb5\u548c\u52a8\u4f5c\u7684\u76f8\u53cd\u60c5\u51b5\uff09\u3002\u8fd9\u4e24\u79cd\u89e3\u91ca\u5728\u73b0\u4ee3B2B SaaS\u9500\u552e\u7b56\u7565\u548cSaaS B2B\u9500\u552e\u7b56\u7565\u89c4\u5212\u4e2d\u88ab\u5e7f\u6cdb\u4f7f\u7528\uff0c\u56e0\u4e3a\u5b83\u4eec\u63a8\u52a8\u4e86\u66f4\u597d\u7684\u8d44\u683c\u5ba1\u67e5\u3001\u66f4\u9ad8\u7684\u4fdd\u7559\u7387\u548c\u66f4\u6e05\u6670\u7684\u6d3b\u52a8\u4f18\u5148\u7ea7\u3002.<\/p>\n<p>\u5f53\u6211\u6307\u5bfc\u56e2\u961f\u8fdb\u884c\u5bf9\u8bdd\u53d8\u4f53\u65f6\uff0c\u6211\u5f3a\u8c03\u8c08\u8bdd\u4e0e\u503e\u542c\u7684\u5e73\u8861\uff1a\u8ba9\u6f5c\u5728\u5ba2\u6237\u53d1\u8a00 ~70% \u63ed\u793a\u771f\u5b9e\u7684\u75db\u70b9\u3001\u5b9e\u9645\u7684\u5173\u952e\u7ee9\u6548\u6307\u6807\uff08KPI\uff09\u548c\u7ecf\u6d4e\u4e70\u5bb6\u7684\u6807\u51c6\uff1b\u9500\u552e\u4eba\u5458\u7684 ~30% \u5e94\u8be5\u662f\u6709\u9488\u5bf9\u6027\u7684\u8bca\u65ad\u6027\u63d0\u95ee\u548c\u7b80\u660e\u7684\u4ef7\u503c\u6846\u67b6\u3002\u5bf9\u4e8e\u8d44\u6e90\u5206\u914d\u53d8\u4f53\uff0c\u6211\u5efa\u8bae\u9886\u5bfc\u8005\u9009\u62e9\u4e0e\u5176\u751f\u547d\u5468\u671f\u76f8\u5339\u914d\u7684 70\/30 \u5206\u914d\u2014\u2014\u6210\u957f\u9636\u6bb5\u7684\u516c\u53f8\u901a\u5e38\u4f1a\u8f6c\u5411 70% \u6269\u5c55 \/ 30% \u65b0\u5ba2\u6237\u4ee5\u4fdd\u62a4\u51c0\u6536\u5165\u7559\u5b58\u7387\uff08NRR\uff09\uff0c\u800c\u65e9\u671f\u6210\u957f\u9636\u6bb5\u53ef\u80fd\u4f1a\u4f18\u5148\u8003\u8651\u65b0\u5ba2\u6237\u4ee5\u5efa\u7acb\u5e02\u573a\u4efd\u989d\u3002\u5173\u952e\u662f\u5c06\u6240\u9009\u62e9\u7684\u89e3\u91ca\u8bb0\u5f55\u5728\u60a8\u7684 SaaS B2B \u9500\u552e\u7b56\u7565\u4e2d\uff0c\u4ee5\u4fbf\u62db\u8058\u3001\u85aa\u916c\u548c\u5de5\u5177\u90fd\u80fd\u5f3a\u5316\u76f8\u540c\u7684\u884c\u4e3a\u3002.<\/p>\n<h3>\u6307\u6807\u4e0e\u62db\u8058\uff1a\u5c06 SaaS \u9500\u552e\u804c\u4f4d\u3001\u85aa\u916c\u533a\u95f4\u548c\u914d\u989d\u4e0e 70\/30 \u5206\u914d\u5bf9\u9f50<\/h3>\n<p>\u5c06 70\/30 \u653f\u7b56\u8f6c\u5316\u4e3a\u53ef\u9884\u6d4b\u7684\u7ed3\u679c\u9700\u8981\u5177\u4f53\u7684\u6307\u6807\u3001\u89d2\u8272\u8bbe\u8ba1\u548c\u85aa\u916c\u5bf9\u9f50\u3002\u6211\u5c06\u6267\u884c\u5206\u4e3a\u4e09\u4e2a\u90e8\u5206\uff1a\u5b9a\u4e49\u6307\u6807\u3001\u91cd\u65b0\u8bbe\u8ba1\u89d2\u8272\u548c\u80fd\u529b\uff0c\u4ee5\u53ca\u5bf9\u9f50\u85aa\u916c\u548c\u914d\u989d\uff0c\u4ee5\u4fbf\u5956\u52b1\u6240\u671f\u671b\u7684 70\/30 \u884c\u4e3a\u3002.<\/p>\n<ul>\n<li><strong>\u5b9a\u4e49\u77ed\u671f\u6307\u6807\uff1a<\/strong> \u9009\u62e9\u53cd\u6620 70\/30 \u610f\u56fe\u7684\u9886\u5148 KPI\u2014\u201430\/60\/90 \u9636\u6bb5\u7684 NRR\u3001\u6269\u5c55 ARR\u3001\u65b0 ARR\u3001\u6309\u9636\u6bb5\u5212\u5206\u7684\u6d41\u5931\u7387\u3001\u4ef7\u503c\u5b9e\u73b0\u65f6\u95f4\uff08TTV\uff09\u548c\u901a\u8bdd\u8d28\u91cf\u7684\u8c08\u8bdd\/\u503e\u542c\u6bd4\u7387\u3002\u5c06\u8fd9\u4e9b\u6307\u6807\u8bb0\u5f55\u5728\u60a8\u7684 CRM \u548c\u4ea7\u54c1\u5206\u6790\u4e2d\uff0c\u4ee5\u4fbf\u60a8\u53ef\u4ee5\u8861\u91cf\u8d44\u6e90\u8f6c\u79fb\u7684\u5f71\u54cd\u3002\u6709\u5173 KPI \u9009\u62e9\u548c\u4eea\u8868\u677f\u7684\u6307\u5bfc\uff0c\u8bf7\u53c2\u8003\u516c\u53f8\u7684\u64cd\u4f5c\u624b\u518c\u3002 <a href=\"https:\/\/messengerbot.app\/zh\/%e6%9c%80%e4%bd%b3%e9%94%80%e5%94%ae%e6%8c%87%e6%a0%87%e5%85%b3%e9%94%ae%e7%bb%a9%e6%95%88%e6%8c%87%e6%a0%87%e5%92%8c%e6%9c%80%e4%bd%b3%e6%88%90%e5%8a%9f%e8%bf%bd%e8%b8%aa%e7%a4%ba%e4%be%8b\/\" title=\"SaaS\u9500\u552e\u6307\u6807\">SaaS\u9500\u552e\u6307\u6807<\/a>.<\/li>\n<li><strong>\u91cd\u65b0\u8bbe\u8ba1\u89d2\u8272\u548c\u80fd\u529b\uff1a<\/strong> \u5c06\u8d23\u4efb\u5206\u914d\u5230\u4e13\u4e1a\u89d2\u8272\uff0c\u4ee5\u907f\u514d\u51b2\u7a81\u7684\u6fc0\u52b1\uff1a\u4e13\u6ce8\u4e8e\u6f5c\u5728\u5ba2\u6237\u751f\u6210\u548c\u8d44\u683c\u5ba1\u67e5\u7684SDR\/BDR\uff1b\u4e13\u6ce8\u4e8e\u5173\u95ed\u65b0\u5ba2\u6237\u548c\u4e2d\u578b\u5e02\u573a\u6269\u5c55\u7684AE\uff1b\u4e13\u6ce8\u4e8e\u5ba2\u6237\u4fdd\u7559\u548c\u6269\u5c55\u7b56\u7565\u7684CSM\u548c\u5ba2\u6237\u6210\u529f\u5de5\u7a0b\u5e08\u3002\u786e\u5b9a\u53cd\u662070\/30\u4f18\u5148\u7ea7\u7684\u8986\u76d6\u6bd4\u7387\uff08CSM:ARR\uff0cAE:\u914d\u989d\uff09\u2014\u2014\u5982\u679c\u6269\u5c55\u662f70%\uff0c\u964d\u4f4eCSM:ARR\u6bd4\u7387\u5e76\u5c06\u6269\u5c55\u914d\u989d\u6dfb\u52a0\u5230CS\u89d2\u8272\u4e2d\u3002\u4f7f\u7528\u6211\u4eec\u7684 <a href=\"https:\/\/messengerbot.app\/zh\/%e6%8e%8c%e6%8f%a1saas%e9%94%80%e5%94%ae%e6%8a%80%e8%83%bd%e7%9a%84%e5%9f%ba%e6%9c%ac%e6%8a%80%e5%b7%a7%e3%80%81%e7%ae%80%e5%8e%86%e5%bb%ba%e8%ae%ae%e4%bb%a5%e5%8f%8a%e8%a1%8c%e4%b8%9a%e6%88%90\/\" title=\"SaaS\u9500\u552e\u6280\u80fd\">SaaS\u9500\u552e\u6280\u80fd<\/a> \u6307\u5357\u6a21\u677f\u6765\u6620\u5c04\u89d2\u8272\u80fd\u529b\u548c ramp \u671f\u671b\u3002.<\/li>\n<li><strong>\u85aa\u916c\u548c\u914d\u989d\u5bf9\u9f50\uff1a<\/strong> \u8bbe\u8ba1\u85aa\u916c\u8ba1\u5212\uff0c\u5176\u4e2d\u4e00\u90e8\u5206\u53ef\u53d8\u85aa\u916c\u4e0e70%\u76ee\u6807\u6302\u94a9\u2014\u2014\u4e0d\u4ec5\u4ec5\u662f\u65b0\u7684ARR\u3002\u5bf9\u4e8e\u4ee5\u6269\u5c55\u4e3a\u9996\u7684\u516c\u53f8\uff0c\u7ed9CSM\u5206\u914d\u7eed\u7ea6 + \u6269\u5c55\u914d\u989d\uff0c\u5e76\u4e3a\u8d85\u51fa\u76ee\u6807\u7684\u51c0\u6536\u5165\u4fdd\u7559\u63d0\u4f9b\u52a0\u901f\u5668\uff1b\u5bf9\u4e8e\u4ee5\u83b7\u53d6\u4e3a\u9996\u7684\u516c\u53f8\uff0cAE\u8ba1\u5212\u5e94\u66f4\u91cd\u89c6\u65b0\u7684ARR\uff0c\u4f46\u5305\u62ec\u5185\u7f6e\u7684\u6269\u5c55\u6fc0\u52b1\u3002\u914d\u989d\u5e94\u53cd\u6620\u73b0\u5b9e\u7684\u7ba1\u9053\u8986\u76d6\uff083-5\u00d7\uff09\uff0c\u8003\u8651\u5230\u5386\u53f2\u8f6c\u5316\u7387\u548c\u9884\u671f\u768470\/30\u5206\u914d\u3002.<\/li>\n<\/ul>\n<p>\u6211\u5728\u8f6c\u541170\/30\u59ff\u6001\u65f6\u5b9e\u65bd\u7684\u64cd\u4f5c\u68c0\u67e5\u6e05\u5355\uff1a<\/p>\n<ol>\n<li>\u8fd0\u884c\u60c5\u666f\u6a21\u578b\uff08CAC\uff0cLTV\uff0c\u56de\u62a5\u671f\uff09\uff0c\u4ee5\u9a8c\u8bc1\u8f6c\u541170%\u6269\u5c55\u6216\u6536\u8d2d\u91cd\u70b9\u7684\u8d22\u52a1\u5f71\u54cd\u3002.<\/li>\n<li>\u66f4\u65b0\u804c\u4f4d\u63cf\u8ff0\u548c\u62db\u8058\u8ba1\u5212\uff0c\u4ee5\u53cd\u6620\u65b0\u7684\u8986\u76d6\u6bd4\u7387\u548c\u89d2\u8272\u76ee\u6807\uff1b\u5728\u9700\u8981\u7684\u5730\u65b9\u62db\u8058\u4e13\u5bb6\uff08\u6269\u5c55AE\uff0c\u7eed\u7ea6SDR\uff0c\u4e13\u6ce8\u4e8e\u8ffd\u52a0\u9500\u552e\u7684\u5ba2\u6237\u6210\u529f\u7ecf\u7406\uff09\u3002.<\/li>\n<li>\u4fee\u8ba2\u85aa\u916c\u8ba1\u5212\uff0c\u4f7f\u81f3\u5c11 30-50% \u7684\u76ee\u6807\u6536\u5165 (OTE) \u4e0e\u4f18\u5148\u7ed3\u679c\uff08\u6269\u5c55\u6216\u65b0 ARR\uff09\u6302\u94a9\uff0c\u5e76\u4e3a\u8d85\u989d\u5b8c\u6210 70% \u76ee\u6807\u6dfb\u52a0\u52a0\u901f\u5668\u3002.<\/li>\n<li>\u5b9e\u65bd\u8f85\u5bfc\u548c\u652f\u6301\uff1a\u5bf9\u5bf9\u8bdd 70\/30 \u7684\u901a\u8bdd\u8bc4\u5206\uff0c\u6982\u8ff0\u53d1\u73b0\u6846\u67b6\u7684\u5267\u672c\uff0c\u4ee5\u53ca\u81ea\u52a8\u5316\u4ee5\u51cf\u8f7b\u4f4e\u4ef7\u503c\u4efb\u52a1\u7684\u8d1f\u62c5\u2014\u2014\u4f7f\u7528\u81ea\u52a8\u5316\u6765\u4e3a\u6700\u9ad8\u4ef7\u503c\u7684 70% \u6d3b\u52a8\u4fdd\u7559\u4ee3\u8868\u65f6\u95f4\u3002.<\/li>\n<\/ol>\n<p>\u4e3a\u4e86\u65e0\u6469\u64e6\u5730\u5b9e\u73b0\u8fd9\u4e9b\u53d8\u66f4\uff0c\u5c06\u89d2\u8272\u548c\u85aa\u916c\u66f4\u65b0\u4e0e\u652f\u6301\u5185\u5bb9\u548c\u53ef\u6269\u5c55\u7684\u81ea\u52a8\u5316\u914d\u5bf9\u3002\u4f8b\u5982\uff0c\u6211\u81ea\u52a8\u5316\u5e38\u89c4\u7684\u8d44\u683c\u5ba1\u6838\u548c\u65e5\u7a0b\u5b89\u6392\uff0c\u4ee5\u4fbf\u4ee3\u8868\u53ef\u4ee5\u82b1\u66f4\u591a\u65f6\u95f4\u8fdb\u884c\u9ad8\u4ef7\u503c\u5bf9\u8bdd\uff0c\u800c\u5ba2\u6237\u6210\u529f\u7ecf\u7406\uff08CSM\uff09\u5219\u6709\u65f6\u95f4\u8fdb\u884c\u6269\u5c55\u8ba1\u5212\u3002\u8bf7\u53c2\u9605\u6307\u5357\u4e2d\u7684\u63a8\u8350\u5de5\u5177\u548c\u66f4\u5e7f\u6cdb\u7684\u6280\u672f\u6808\u3002 <a href=\"https:\/\/messengerbot.app\/zh\/b2b-%e7%9a%84%e5%9f%ba%e6%9c%ac%e9%94%80%e5%94%ae%e5%b7%a5%e5%85%b7%e6%8e%8c%e6%8f%a1%e6%8a%80%e5%b7%a7%e7%ad%96%e7%95%a5%e5%92%8c-kpi-%e4%bb%a5%e5%ae%9e%e7%8e%b0%e6%88%90%e5%8a%9f\/\" title=\"B2B \u7684\u57fa\u672c\u9500\u552e\u5de5\u5177\">B2B \u7684\u57fa\u672c\u9500\u552e\u5de5\u5177<\/a>.<\/p>\n<p>\u6700\u540e\uff0c\u5c06\u53d8\u66f4\u4f5c\u4e3a\u5b9e\u9a8c\u8fdb\u884c\u2014\u2014\u5728\u5355\u4e00\u7ec6\u5206\u5e02\u573a\u6216\u5730\u533a\u5b9e\u65bd 70\/30 \u653f\u7b56\uff0c\u8861\u91cf 30\/60\/90 \u7684\u7ed3\u679c\uff0c\u7136\u540e\u8fdb\u884c\u6269\u5c55\u3002\u8fd9\u79cd\u8fed\u4ee3\u65b9\u6cd5\u5728\u5c06\u60a8\u7684\u4eba\u5458\u3001\u6307\u6807\u548c\u85aa\u916c\u4e0e\u6240\u9700\u7684 70\/30 \u884c\u4e3a\u5bf9\u9f50\u7684\u540c\u65f6\uff0c\u4fdd\u6301\u4e86\u7ee9\u6548\u3002.<\/p>\n<h2>\u5b9e\u65bd\u3001\u8d44\u6e90\u548c\u6a21\u677f<\/h2>\n<h3>SaaS \u9500\u552e\u7b56\u7565 PDF \u548c\u53ef\u4e0b\u8f7d\u7684 SaaS \u9500\u552e\u7b56\u7565\u6a21\u677f\uff1a\u68c0\u67e5\u8868\u3001KPI \u548c\u793a\u4f8b\u811a\u672c<\/h3>\n<p>\u6211\u63d0\u4f9b\u4e00\u4e2a\u7d27\u51d1\u3001\u53ef\u7528\u7684SaaS\u9500\u552e\u7b56\u7565\u6a21\u677f\uff0c\u4ee5\u4fbf\u56e2\u961f\u505c\u6b62\u4e89\u8bba\u7406\u8bba\u5e76\u5f00\u59cb\u6267\u884c\u3002\u4e00\u4e2a\u5b9e\u7528\u7684\u6a21\u677f\u5e94\u5305\u542b\u56db\u4e2a\u53ef\u7acb\u5373\u91c7\u53d6\u884c\u52a8\u7684\u4ea4\u4ed8\u7269\uff1a\u4e00\u4e2aICP\u548c\u7ec6\u5206\u5de5\u4f5c\u8868\uff0c\u4e00\u4e2a30\/60\/90 KPI\u4eea\u8868\u677f\uff0c\u9010\u9636\u6bb5\u7684\u5267\u672c\u548c\u793a\u4f8b\u811a\u672c\uff0c\u4ee5\u53ca\u4e00\u4e2a\u5b9a\u4ef7\/\u6253\u5305\u68c0\u67e5\u8868\u3002\u5bfc\u51fa\u4e3aSaaS\u9500\u552e\u7b56\u7565PDF\uff0c\u8fd9\u4e9b\u6587\u6863\u4f5c\u4e3a\u4ee3\u8868\u3001\u5ba2\u6237\u6210\u529f\u7ecf\u7406\u548c\u5e02\u573a\u8fdb\u5165\u9886\u5bfc\u8005\u7684\u5355\u4e00\u771f\u5b9e\u6765\u6e90\u3002.<\/p>\n<ul>\n<li><strong>ICP\u548c\u7ec6\u5206\u5de5\u4f5c\u8868\uff1a<\/strong> \u5217\u51fa\u6807\u51c6\uff08\u884c\u4e1a\u3001\u5e74\u7ecf\u5e38\u6027\u6536\u5165\u3001\u6280\u672f\u6808\u3001\u4f7f\u7528\u6848\u4f8b\uff09\u5e76\u6807\u8bb0\u73b0\u6709\u8d26\u6237\uff0c\u4ee5\u4fbf\u60a8\u53ef\u4ee5\u4f18\u5148\u8003\u8651\u9876\u7ea7\u7fa4\u4f53\u3002\u5229\u7528\u8be5\u8f93\u51fa\u8fdb\u884c\u8d26\u6237\u89c4\u5212\u548c\u6709\u9488\u5bf9\u6027\u7684\u5916\u5c55\u3002.<\/li>\n<li><strong>30\/60\/90 KPI\u4eea\u8868\u677f\uff1a<\/strong> \u5305\u62ec\u7ebf\u7d22\u8f6c\u673a\u4f1a\u3001\u63d0\u6848\u8f6c\u5316\u3001\u5ba2\u6237\u83b7\u53d6\u6210\u672c\u3001\u5ba2\u6237\u7ec8\u8eab\u4ef7\u503c\u3001\u51c0\u6536\u5165\u7559\u5b58\u3001\u6d41\u5931\u7387\u548c\u4ef7\u503c\u5b9e\u73b0\u65f6\u95f4\uff08TTV\uff09\u3002\u6709\u5173\u8ddf\u8e2a\u54ea\u4e9bKPI\u4ee5\u53ca\u5982\u4f55\u53ef\u89c6\u5316\u5b83\u4eec\u7684\u6307\u5bfc\uff0c\u8bf7\u53c2\u89c1\u6211\u4eec\u7684\u8d44\u6e90\u3002 <a href=\"https:\/\/messengerbot.app\/zh\/%e6%9c%80%e4%bd%b3%e9%94%80%e5%94%ae%e6%8c%87%e6%a0%87%e5%85%b3%e9%94%ae%e7%bb%a9%e6%95%88%e6%8c%87%e6%a0%87%e5%92%8c%e6%9c%80%e4%bd%b3%e6%88%90%e5%8a%9f%e8%bf%bd%e8%b8%aa%e7%a4%ba%e4%be%8b\/\" title=\"SaaS\u9500\u552e\u6307\u6807\">SaaS\u9500\u552e\u6307\u6807<\/a>.<\/li>\n<li><strong>\u5e26\u6709\u811a\u672c\u7684\u5267\u672c\uff1a<\/strong> \u89c4\u8303\u53d1\u73b0\u95ee\u9898\u3001\u6f14\u793a\u8bae\u7a0b\u3001\u5f02\u8bae\u56de\u5e94\u548c\u7eed\u8ba2\/\u6269\u5c55\u811a\u672c\u3002\u6211\u5c06\u8fd9\u4e9b\u811a\u672c\u4e0e\u901a\u8bdd\u8bc4\u5206\u6807\u51c6\u548c\u8f85\u5bfc\u63d0\u793a\u914d\u5bf9\uff0c\u4ee5\u4fbf\u5feb\u901f\u6539\u5584\u5bf9\u8bdd\u4e0e\u503e\u542c\u7684\u6bd4\u4f8b\u548c\u53d1\u73b0\u8d28\u91cf\u3002.<\/li>\n<li><strong>\u5b9a\u4ef7\u548c\u6253\u5305\u68c0\u67e5\u8868\uff1a<\/strong> \u5305\u62ec\u4ef7\u503c\u6a21\u578b\u6a21\u677f\u3001\u8bd5\u70b9\u5b9a\u4e49\u548c\u5ea7\u4f4d\u3001\u4f7f\u7528\u548c\u7ed3\u679c\u5c42\u7ea7\u7684\u6253\u5305\u89c4\u5219\uff0c\u4ee5\u4fbf\u5546\u4e1a\u5b9e\u9a8c\u53ef\u91cd\u590d\u3002.<\/li>\n<\/ul>\n<p>\u4e3a\u4e86\u6784\u5efa\u8fd9\u4e9b\u6587\u6863\uff0c\u6211\u5efa\u8bae\u5c06\u7ba1\u9053\u6620\u5c04\u5de5\u4f5c\u4e0eSaaS\u9500\u552e\u7b56\u7565\u6a21\u677f\u548c\u5408\u9002\u7684\u5de5\u5177\u5305\u7ed3\u5408\u8d77\u6765\uff1a\u4f7f\u7528\u6211\u4eec\u7684\u5267\u672c\u3002 <a href=\"https:\/\/messengerbot.app\/zh\/%e6%8e%8c%e6%8f%a1%e9%94%80%e5%94%ae%e7%ae%a1%e9%81%93%e5%bc%80%e5%8f%91%e7%9a%84%e8%89%ba%e6%9c%af%ef%bc%8c%e7%90%86%e8%a7%a3%e9%98%b6%e6%ae%b5%e3%80%81%e6%9e%84%e5%bb%ba%e7%ad%96%e7%95%a5%e5%92%8c\/\" title=\"\u9500\u552e\u7ba1\u9053\u5f00\u53d1\">\u9500\u552e\u7ba1\u9053\u5f00\u53d1<\/a> \u4ee5\u53ca\u5165\u804c\u6846\u67b6\u5728 <a href=\"https:\/\/messengerbot.app\/zh\/%e6%8e%8c%e6%8f%a1%e5%ae%a2%e6%88%b7%e5%85%a5%e8%81%8c%e7%9a%84%e5%ae%9a%e4%b9%89%e3%80%81%e5%85%b3%e9%94%ae%e6%ad%a5%e9%aa%a4%e3%80%81%e5%b7%a5%e5%85%b7%e5%92%8c%e6%b5%81%e7%a8%8b%e7%9a%84%e8%a7%a3\/\" title=\"SaaS\u7684\u5ba2\u6237\u5165\u804c\">SaaS\u7684\u5ba2\u6237\u5165\u804c<\/a>. \u5982\u679c\u60a8\u9700\u8981\u4e00\u4efd\u5fc5\u8981\u7684GTM\u5de5\u5177\u6e05\u5355\uff0c\u8bf7\u67e5\u770b\u5173\u4e8e <a href=\"https:\/\/messengerbot.app\/zh\/b2b-%e7%9a%84%e5%9f%ba%e6%9c%ac%e9%94%80%e5%94%ae%e5%b7%a5%e5%85%b7%e6%8e%8c%e6%8f%a1%e6%8a%80%e5%b7%a7%e7%ad%96%e7%95%a5%e5%92%8c-kpi-%e4%bb%a5%e5%ae%9e%e7%8e%b0%e6%88%90%e5%8a%9f\/\" title=\"B2B \u7684\u57fa\u672c\u9500\u552e\u5de5\u5177\">B2B \u7684\u57fa\u672c\u9500\u552e\u5de5\u5177<\/a> \u4ee5\u4f7f\u6280\u672f\u4e0e\u60a8\u7684\u6a21\u677f\u7684\u6d4b\u91cf\u9700\u6c42\u5bf9\u9f50\u3002.<\/p>\n<p>\u53ef\u4e0b\u8f7d\u7684\u6a21\u677f\u5e94\u5177\u6709\u53ef\u64cd\u4f5c\u6027\uff1a\u6bcf\u4e2a\u52a8\u4f5c\uff08PLG\u3001SLG\u3001\u6df7\u5408\uff09\u7684\u5355\u9875ICP\u3001\u5355\u6807\u7b7eKPI\u8ddf\u8e2a\u5668\u548c\u5355\u9875\u884c\u52a8\u624b\u518c\u3002\u6211\u7528\u8fd9\u4e9b\u6765\u8fdb\u884c\u6bcf\u5468\u5b9e\u9a8c\uff0c\u5e76\u7f29\u77ed\u65b0SaaS\u9500\u552e\u5de5\u4f5c\u7684\u9002\u5e94\u65f6\u95f4\u3002.<\/p>\n<h3>\u6267\u884cSaaS B2B\u9500\u552e\u7b56\u7565\u7684\u8def\u7ebf\u56fe\uff1a\u65f6\u95f4\u8868\u3001\u6280\u672f\u6808\uff08CRM\/\u81ea\u52a8\u5316\uff09\u548c\u5b66\u4e60\u8d44\u6e90<\/h3>\n<p>\u4e00\u4e2a\u73b0\u5b9e\u7684\u8def\u7ebf\u56fe\u5c06\u6a21\u677f\u8f6c\u5316\u4e3a\u7ed3\u679c\u3002\u6211\u5efa\u8bae\u4e00\u4e2a90\u5929\u7684\u63a8\u5e7f\u8ba1\u5212\uff0c\u8bbe\u5b9a\u660e\u786e\u7684\u91cc\u7a0b\u7891\uff1a\u5b9a\u4e49\uff080-15\u5929\uff09\u3001\u5de5\u5177\uff0815-45\u5929\uff09\u3001\u542f\u52a8\u8bd5\u70b9\uff0845-75\u5929\uff09\u548c\u6269\u5c55\uff0875-90\u5929\u4ee5\u4e0a\uff09\u3002\u6bcf\u4e2a\u9636\u6bb5\u90fd\u6709\u660e\u786e\u7684\u4ea4\u4ed8\u7269\u548c\u8d1f\u8d23\u4eba\uff0c\u4ee5\u4fbfSaaS B2B\u9500\u552e\u7b56\u7565\u4ece\u8ba1\u5212\u8f6c\u5411\u53ef\u9884\u6d4b\u7684\u6536\u5165\u3002.<\/p>\n<ol>\n<li><strong>\u5b9a\u4e49\uff080-15\u5929\uff09\uff1a<\/strong> \u6700\u7ec8\u786e\u5b9aICP\uff0c\u7ec6\u5206\u8d26\u6237\uff0c\u5e76\u8bbe\u5b9a30\/60\/90 KPI\u76ee\u6807\u3002\u586b\u5145SaaS\u9500\u552e\u7b56\u7565\u6a21\u677f\u5e76\u6620\u5c04CRM\u9636\u6bb5\u3002.<\/li>\n<li><strong>\u5de5\u5177\uff0815-45\u5929\uff09\uff1a<\/strong> \u5c06 CRM \u4e0e\u9636\u6bb5\u63a5\u53d7\u6807\u51c6\u8fde\u63a5\uff0c\u96c6\u6210\u4ea7\u54c1\u5206\u6790\uff0c\u5e76\u90e8\u7f72\u5e8f\u5217\u3002\u6709\u5173\u7ba1\u9053\u9636\u6bb5\u8bbe\u8ba1\u548c CRM \u96c6\u6210\u6700\u4f73\u5b9e\u8df5\uff0c\u8bf7\u54a8\u8be2\u6211\u4eec\u7684 <a href=\"https:\/\/messengerbot.app\/zh\/%e6%8e%8c%e6%8f%a1%e7%ae%a1%e9%81%93%e7%ae%a1%e7%90%86%e8%bf%87%e7%a8%8b%e7%9a%84%e5%85%b3%e9%94%ae%e9%98%b6%e6%ae%b5%e3%80%81crm%e9%9b%86%e6%88%90%e5%92%8c%e6%9c%89%e6%95%88%e7%9a%84%e9%a1%b9\/\" title=\"\u7ba1\u9053\u7ba1\u7406\">\u7ba1\u9053\u7ba1\u7406<\/a> guide.<\/li>\n<li><strong>\u542f\u52a8\u8bd5\u70b9\uff0845-75 \u5929\uff09\uff1a<\/strong> \u9488\u5bf9\u5b9a\u4ef7\u3001\u5916\u5c55\u8282\u594f\u548c\u5165\u804c\u6d41\u7a0b\u8fdb\u884c\u91cd\u70b9\u5b9e\u9a8c\u3002\u4f7f\u7528\u81ea\u52a8\u5316\u5de5\u4f5c\u6d41\u7a0b\u6355\u6349\u4fe1\u53f7\u5e76\u5f15\u5bfc\u6f5c\u5728\u5ba2\u6237\uff1b\u81ea\u52a8\u5316\u51cf\u5c11\u624b\u52a8\u5de5\u4f5c\uff0c\u4f7f\u4ee3\u8868\u80fd\u591f\u5c06\u65f6\u95f4\u82b1\u5728\u9ad8\u4ef7\u503c\u4e92\u52a8\u4e0a\u3002.<\/li>\n<li><strong>\u6269\u5c55\uff0875-90+ \u5929\uff09\uff1a<\/strong> \u7f16\u7e82\u6210\u529f\u7684\u64cd\u4f5c\u624b\u518c\uff0c\u8c03\u6574\u85aa\u916c\u548c\u62db\u8058\u8ba1\u5212\uff0c\u5e76\u5c06\u6a21\u578b\u63a8\u5e7f\u5230\u65b0\u7ec6\u5206\u5e02\u573a\u3002\u8ddf\u8e2a\u7fa4\u4f53\u8868\u73b0\u5e76\u6bcf\u6708\u8fed\u4ee3\u3002.<\/li>\n<\/ol>\n<p><strong>\u6280\u672f\u6808\u8981\u7d20\uff1a<\/strong> \u7528\u4e8e\u9636\u6bb5\u7ba1\u7406\u7684 CRM\uff0c\u9488\u5bf9 TTV \u548c\u529f\u80fd\u91c7\u7528\u7684\u4ea7\u54c1\u5206\u6790\uff0c\u7528\u4e8e\u8282\u594f\u7684\u9500\u552e\u53c2\u4e0e\uff0c\u4ee5\u53ca\u7528\u4e8e\u5065\u5eb7\u8bc4\u5206\u7684\u5ba2\u6237\u6210\u529f\u5e73\u53f0\u3002\u6211\u5efa\u8bae\u5c06\u8fd9\u4e9b\u4e0e\u5bf9\u8bdd\u81ea\u52a8\u5316\u7ed3\u5408\uff0c\u4ee5\u63d0\u9ad8\u8d44\u683c\u901f\u5ea6\u2014\u2014\u6211\u4eec\u7684\u9500\u552e\u8f6f\u4ef6\u5de5\u5177\u6307\u5357\u548c\u6700\u4f73 CRM \u5e73\u53f0\u5c55\u793a\u4e86\u53ef\u6269\u5c55\u7684\u5e38\u89c1\u6280\u672f\u6808\u3002\u5bf9\u4e8e\u5b66\u4e60\u8d44\u6e90\uff0c\u7ed3\u5408\u7ed3\u6784\u5316\u7684\u8d4b\u80fd\uff08\u57fa\u4e8e\u89d2\u8272\u7684\u64cd\u4f5c\u624b\u518c\uff09\u3001\u6bcf\u5468\u8f85\u5bfc\u548c\u6765\u81ea\u884c\u4e1a\u9886\u5bfc\u8005\u7684\u7cbe\u9009\u9605\u8bfb\u3002.<\/p>\n<p>\u7ade\u4e89\u5bf9\u624b\u548c\u4e92\u8865\u5de5\u5177\u5f88\u91cd\u8981\uff1a\u5bf9\u4e8e\u5bf9\u8bdd\u81ea\u52a8\u5316\uff0c\u50cf Intercom \u6216 Drift \u8fd9\u6837\u7684\u5e73\u53f0\u662f\u4f17\u6240\u5468\u77e5\u7684\uff0c\u4f46\u5728\u4e3a\u5168\u7403 B2B SaaS \u9500\u552e\u7b56\u7565\u9009\u62e9\u81ea\u52a8\u5316\u65f6\uff0c\u6211\u66f4\u91cd\u89c6\u96c6\u6210\u6df1\u5ea6\u548c\u591a\u8bed\u8a00\u652f\u6301\u3002Brain Pod AI \u63d0\u4f9b AI \u5185\u5bb9\u548c\u591a\u8bed\u8a00\u52a9\u624b\u7684\u80fd\u529b\uff0c\u4e00\u4e9b\u56e2\u961f\u5229\u7528\u8fd9\u4e9b\u80fd\u529b\u6765\u6269\u5c55\u4ef7\u503c\u6c9f\u901a\u548c\u5185\u5bb9\u751f\u6210\uff1b\u4e0e\u5176\u4ed6\u4f9b\u5e94\u5546\u4e00\u8d77\u8bc4\u4f30\u5b83\uff0c\u4ee5\u5339\u914d\u60a8\u7684\u7528\u4f8b\u3002\u6700\u540e\uff0c\u5982\u679c\u60a8\u60f3\u8981\u5173\u4e8e\u8bbe\u7f6e\u548c\u81ea\u52a8\u5316\u5e8f\u5217\u7684\u6218\u672f\u6559\u7a0b\uff0c\u8bf7\u67e5\u770b\u6211\u4eec\u7684 <a href=\"https:\/\/messengerbot.app\/zh\/%e9%80%9a%e8%ae%af%e6%9c%ba%e5%99%a8%e4%ba%ba%e6%95%99%e7%a8%8b\/\" title=\"\u901a\u8baf\u673a\u5668\u4eba\u6559\u7a0b\">\u901a\u8baf\u673a\u5668\u4eba\u6559\u7a0b<\/a> \u4ee5\u53ca\u5173\u4e8e <a href=\"https:\/\/messengerbot.app\/zh\/%e6%8e%8c%e6%8f%a1%e5%ae%a2%e6%88%b7%e5%85%a5%e8%81%8c%e7%9a%84%e5%ae%9a%e4%b9%89%e3%80%81%e5%85%b3%e9%94%ae%e6%ad%a5%e9%aa%a4%e3%80%81%e5%b7%a5%e5%85%b7%e5%92%8c%e6%b5%81%e7%a8%8b%e7%9a%84%e8%a7%a3\/\" title=\"\u5165\u804c\u6700\u4f73\u5b9e\u8df5\">\u5165\u804c\u6700\u4f73\u5b9e\u8df5<\/a> \u4ee5\u7f29\u77ed\u4ef7\u503c\u5b9e\u73b0\u65f6\u95f4\u3002.<\/p>\n<p>\u5c06\u8def\u7ebf\u56fe\u4f5c\u4e3a\u4e00\u7cfb\u5217\u53ef\u8861\u91cf\u7684\u5b9e\u9a8c\u6765\u6267\u884c\u3002\u4f7f\u7528 SaaS \u9500\u552e\u7b56\u7565\u6a21\u677f\uff0c\u8bbe\u5b9a\u6b63\u786e\u7684 KPI\uff0c\u8ba9\u81ea\u52a8\u5316\u5904\u7406\u91cd\u590d\u5de5\u4f5c\uff0c\u4ee5\u4fbf\u60a8\u7684\u9500\u552e\u548c\u6210\u529f\u56e2\u961f\u4e13\u6ce8\u4e8e\u63a8\u52a8 B2B SaaS \u9500\u552e\u7b56\u7565\u4e2d\u4e0d\u6210\u6bd4\u4f8b\u589e\u957f\u7684\u6218\u7565\u8d26\u6237 20%\u3002.<\/p>","protected":false},"excerpt":{"rendered":"<input type=\"hidden\" value=\"\" data-essbisPostContainer=\"\" data-essbisPostUrl=\"https:\/\/messengerbot.app\/zh\/practical-saas-sales-strategy-3%e2%80%913%e2%80%912%e2%80%912%e2%80%912-10%e2%80%913%e2%80%911-10x-80-20-70-30-rules-with-b2b-saas-sales-strategy-template-saas-b2b-sales-strategy\/\" data-essbisPostTitle=\"Practical SaaS Sales Strategy: 3\u20113\u20112\u20112\u20112, 10\u20113\u20111, 10x, 80\/20 &#038; 70\/30 Rules with B2B SaaS Sales Strategy Template (saas b2b sales strategy)\" data-essbisHoverContainer=\"\"><p>Key Takeaways Build a repeatable saas sales strategy around stages, motion (PLG\/SLG\/hybrid), and measurable metrics to turn activity into predictable ARR. Apply the 3\u20113\u20112\u20112\u20112 heuristic to run fast 30\/60\/90 experiments: 3\u2011month revenue &#038; retention windows and 2\u2011month sales\/cash\/expansion signals for rapid learning. Use the 10\u20113\u20111 rule to size pipeline and set activity targets: ~10 leads [&hellip;]<\/p>\n","protected":false},"author":14928,"featured_media":258591,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":"","rank_math_title":"","rank_math_description":"","rank_math_focus_keyword":"","rank_math_canonical_url":"","rank_math_robots":"","rank_math_facebook_title":"","rank_math_facebook_description":"","rank_math_twitter_title":"","rank_math_twitter_description":""},"categories":[31],"tags":[],"class_list":["post-258592","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog"],"_links":{"self":[{"href":"https:\/\/messengerbot.app\/zh\/wp-json\/wp\/v2\/posts\/258592","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/messengerbot.app\/zh\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/messengerbot.app\/zh\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/messengerbot.app\/zh\/wp-json\/wp\/v2\/users\/14928"}],"replies":[{"embeddable":true,"href":"https:\/\/messengerbot.app\/zh\/wp-json\/wp\/v2\/comments?post=258592"}],"version-history":[{"count":0,"href":"https:\/\/messengerbot.app\/zh\/wp-json\/wp\/v2\/posts\/258592\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/messengerbot.app\/zh\/wp-json\/wp\/v2\/media\/258591"}],"wp:attachment":[{"href":"https:\/\/messengerbot.app\/zh\/wp-json\/wp\/v2\/media?parent=258592"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/messengerbot.app\/zh\/wp-json\/wp\/v2\/categories?post=258592"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/messengerbot.app\/zh\/wp-json\/wp\/v2\/tags?post=258592"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}